Oct 29, 2020
Which activity is critical to your pipeline and forecasts?
Qualification HAS to be at the top of the list.
Spending time on incorrectly qualified prospects is an opportunity cost.
Spending time on incorrectly qualified prospects is inefficient because they often are unlikely to close.
Poorly qualified opportunities are...
Oct 22, 2020
Harry Farrell is EMEA North /MEE Faculty Lead at SAP Digital Sales Academy and leads the faculty in enabling and coaching sales performers in mid market.
Your AEs, BDRs and SDRs need financial acumen and business acumen to have consultative sales conversations, particularly in the digital environment.
It’s easier said...
Oct 15, 2020
Your sales team are in the office.
Maybe not your office OR you are in the office but they are working from home.
If you are checking in with your team, motivating them, enabling them, coaching them, you are using technology.
At it’s simplest, you are using the phone.
At its most complex you are using AI-driven tools...
Oct 8, 2020
Today’s guest is Jon Carr, Inside Sales Leader for Axios Systems in Edinburgh, Scotland.
Jon is a seasoned veteran of Inside Sales. He was promoted - almost against his will - as he was doing such a great job as an SDR.
Many years later, Jon has developed a recipe to help him stay close to his team and lead from the...
Oct 1, 2020
As sales leader, it’s incumbent on you to coach and train your people but should all of the training and all of the coaching come from you?
What about sales managers who report to you? Are they involved? Are they developing their people their direct reports? Better still, are they developing each other through...