Jul 29, 2021
Today, we’re speaking with Kristen Twining, Vice President Of Business Development/Inside Sales at FireMon.
Kristen leads two teams and she’s actively recruiting.
So what is her role?
What role does BD and Inside sales play?
How is Kristin finding and nurturing sales talent
What’s her take on the growth of...
Jul 22, 2021
Sales people don’t sell anything.Their stories sell. Their stories do the hard work.
They convince someone to listen to them, to talk to them, to answer questions and to take the next steps with them.
And the reason is that your mind, and those of your customers are hard-wired for stories.
Selling yourself, your...
Jul 15, 2021
Marianne was working on an opportunity which she desperately needed to close in-quarter in order to hit her goal.
That’s when you discovered a load of holes, assumptions and information gaps and decided to intervene.
You could have approached this in one of two ways:
Hey, Maria. Got 10 minutes? I’ve been...
Jul 8, 2021
Last week we looked at the issue of your salespeople not using the CRM and how to coach them to use it.
This week, it’s another behavioral challenge - the issue of your sales people not organizing themselves and how to coach them around this.
You can have brilliantly talented sales people but unless they can...
Jul 1, 2021
Susie emailed me two weeks ago:
Hey, Mark! I have inherited a team of 4 AEs and 3 BDRs. They’re not using the CRM.
Thanks, Susie! That’s fairly typical.
Most reps don’t use their CRM e.g. Salesforce, Pipedrive, Dynamics anywhere nearly enough.
CRM adoption (or the lack of it) is a perennial...