The Importance of Connecting Training and Enablement to Professional Development
There is plenty written about effectively managing and helping grow a sales team. But, according to David Somers, Director of Sales and Customer Enablement at GitLab, there is a missing element in most discussions surrounding professional development: connecting that future-focused discipline with training and enablement.
Is The SDR Model Broken?
Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life.
Non-Monetary Incentives to Motivate Your Sales Team
A company's most valuable asset is its people. It’s something we all inherently know, but we pay lip service to it more than we actually take action on it. One of the best ways to stay ahead of the turnover trends stirring worldwide is to offer incentives to your team – and these incentives don't always have to be a higher commission.
How to Build a Great Training Program For Your Sales Team
Training is a funny thing in many organizations: it’s meant to be a critical piece of every new employee's experience, and a direct reflection for how a company expects to run. But, often, training feels like a separate experience, a time divorced, somehow, for real work.
Turn Coffee Meetings Into Dollars
Getting together for coffee: it’s a request that comes to entrepreneurs and salespeople all the time. And it’s enticing – you never know what will come from a chat with a new connection. Fabien talks about turning those coffee meetings into pipeline.
How to Sell if You Work in a Unique Niche
Just because what you are selling is unique, it doesn’t mean that it must be hard to find people who would buy it and convince them to do so. Indeed, the biggest drawback of being in a unique niche is figuring out where you stand in the product landscape and how competitive the market is.
Write More Relevant Messaging with the Chain of Relevance
Building an unstoppable outbound sales machine requires skills in numerous areas – list building, meetings, well-timed follow ups, the list goes on and on. And crafting compelling messaging that illustrates that your product or service is what your customers actually want will set you apart.
Dissecting Outbound Sales with Aaron Ross
An effective outbound machine – from your outreach, to your meetings, follow ups, even compensation plans – is a holistic process. Too often we think of outbound sales as a collection of piecemeal artifacts, typically with email templates occupying the most important position. Where are we without effective emails, right?
How to Cultivate Presence and Show Up on Every Sales Call
At the core of that clarity, and James’ growth, is the ability to achieve a consistent state of presence in every aspect of the job – that means in every call, every demo, and every CRM update.
Getting Your First 100 Customers
There are countless milestones on the road to startup success: the spark of a new idea, hiring the first members of your team, fundraising... startup growth can be a wild ride. But, of all the landmark moments on the way to world domination, getting your first batch of customers – 10, 50, 100 – surely ranks amongst the top.
Using the Phone to Get Your Target Account List
The target account list: the backbone of every salesperson’s day, quarter, and year. It’s the roadmap, the blueprint, the keys to the kingdom. And penetrating your target account list, starts with preparation. You’ve got to know what’s on that list before you pick up the phone.
The Importance of Relevance and Trust in Outbound Sales
Relevance is how your product or service can help your prospect, and trust is the degree to which they believe you. When these elements are working in unison, they become a powerful force – the aforementioned spear – in starting sales conversations.