Categories: Sales Productivity
If you’ve been selling for a bit, you’ve been through your fair share of SKO events, sales training, sales methodologies, eLearning courses — the works. While some of these sales trainings may seem repetitive, others may have had a positive impact on your career. The way you approach these initiatives is directly correlated to how much value you get from the trainings. Elite sellers show up to sales training events with an understanding that this moment could have a significant impact on their quotas and their customer’s ultimate success. Show up with a mentality to maximize results and ensure you get value from your next sales training. Here are a few tactics you can use to get the most out of any sales training.
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Categories: Sales Productivity
Role plays can play an important role in your ability to execute great sales conversations. They ensure you aren’t practicing your sales message in front of the customer. They allow you to test your agenda/question flow for gaps and prepare ways to pivot based on how the customer responds. When role plays are executed correctly, they provide valuable takeaways for everyone involved. Here are some best practices to ensure role plays are worth your time.
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Categories: Sales Productivity
I recently participated in a fireside chat for the MongoDB SKO with my great friends Cedric Pech, CRO at MongoDB and John McMahon, Board Member of MongoDB. It is always so much fun to share my thoughts on how elite sellers are maneuvering through this environment with old friends and experienced salespeople.
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Categories: Sales Productivity
We are asked frequently about handling request-for-proposals, especially by our Command of the Message Alumni. What if you're late to the RFP process? What if you know your prospect is going to issue one, but hasn't yet. How can you be ready?
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Categories: Sales Productivity
There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.
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Categories: Sales Productivity
Sales professionals are under constant pressure – tasked with taking on bigger territories, facing higher quotas and making more customer contacts than ever. You’ve probably felt this stress, and like many others, you might struggle with the high demand and need to improve sales performance.
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