Sales 2.0
AUGUST 18, 2018
Over the years I’ve developed a framework for making prospecting calls more effective. I call this framework “social calling”. The three elements of the framework are: (1) having clean contact data, (2) leveraging trigger events and (3) using relationships. I’ve covered the first two elements in the two previous posts. Now I’m going to go over the one that makes the biggest difference, relationships.
SBI Growth
AUGUST 18, 2018
Done well, quota-setting is an enabler to achieving your top-line revenue or bookings targets. How you as a Sales Operations leader determine quotas also has significant impact on managing sales expense. Poorly done quota-setting will have devastating effects on retaining.
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Mr. Inside Sales
AUGUST 18, 2018
Inside Sales Management Made Easy. By Mike Brooks, [link]. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. Technology (which is supposed to make your job easier), is overwhelming and there are just too many new data points technologies allow us to measure: Top, middle, bottom of the funnel?
Go for No!
AUGUST 18, 2018
In order to be great you you have to be good. In order to get good, you have to be okay. In order to be okay, you have to be bad. Some things take longer than others to get good. I just finally started being a ‘good’ cook. I credit Plated for some of that. I’ve been okay most of my life. I’m a great driver but a bad ‘parallel park-er’ – well at least that is what I keep telling myself.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Pipeliner
AUGUST 18, 2018
Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Their role is to only let those through the gate who actually have the combination to the lock, are on the ‘list’, or possess other pre-approved credentials.
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