Jun 30, 2022
When your team don’t listen to their calls, they are going to have blindspots. They are going to unaware of what they are saying or not saying to their prospects.
You can give your reps guidance on how to review their own calls and let them reflect on what they have heard.
They then come back with some interesting...
Jun 23, 2022
Sell the meeting not the product
“Many SDRs focus on selling the product too soon.
I think this is one of the key mistakes they make early in their career.
Your SDR has to get the prospect to understand that you are not going to waste their time. You have to focus on the value of the meeting not the features of...
Jun 16, 2022
Trust, Empower and Enable your Sales team
“As a sales leader your job is not to micro-manage but to empower your team members to do their best work.
I find many people thrive on being given ownership.
Your team members were hired by you or other leadership in your company.
“So empower them, guide them and watch your...
Jun 9, 2022
Today’s tip for sales leaders is from Dan Skipp who leads a diverse team of SDRs at Sophos, a security software provider in the UK.
Dan recognizes that it’s hard to detach yourself from all the things that you are proud of about yourself.
Your goals
Your track record
Your view of the world
But - as Dan says-...
Jun 2, 2022
You are not the perfect coach. I’ve written a book on the subject of sales coaching and I’m not the perfect coach either.
There is no such thing as the perfect coach and there never will be either.
But none of this should hold you back!
The only way to be better at something is to try it, make mistakes and try...