Feb 24, 2022
From your perspective as a sales leader, your new hires can’t get ramped up fast enough
Your people are excited to be onboard.
They are anxious to perform and you want them to perform.
Here’s a place to start
Write down the kinds of conversations you want them to have
Write down the roles of people you want...
Feb 17, 2022
Do you ever get a connection request that makes no sense?
I encounter a lot of salespeople sending out generic emails, leaving generic voicemails, blasting out the same generic LinkedIn connection requests to everyone.
Prospecting and speaking to every prospect the same way with no attempt to personalize.
We live...
Feb 10, 2022
To quote the great 20th century philosopher Mary Poppins from the song ‘Spoonful of Sugar’:
‘In every job that must be done, there is an element of fun.
You find the fun and snap, the job’s a game…’
There’s lots of truth in that statement.
Sales is tough - prospecting is tough - calling people we...
Feb 3, 2022
When your people are selling a meeting or a proof of concept or demo, or product or subscription etc.
What message do they sell?
Do they sell the ' how it works?
OR
Do they sell the ‘why you should care’?
In other words, do your sales people sell the product or the possibility that the product...