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.
How to Show Up Confidently Anywhere (Including Sales Calls!)
In sales, and in life, there are few traits more important than genuine confidence – the confidence that people exude when they are simply being themselves. When you can access that state, and harness it for the betterment of yourself and your job, you can move mountains...and close lots of deals, and Alex Perry explains how to do it!
How to Deliver Empathy As a Prospector and Increase Sales
The challenge in sales is we are trying to get our needs met. That can be motivating – but it can also be a negative. We spend so much time trying to get people to care about what we do, and what we sell, but you have to start with what your customers care about and what they are trying to get done.
Diagnosing Bottlenecks and Finding Hidden Revenue in Your Demand Gen Pipeline
Johann discusses how he and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. The foundations and fundamental steps a company should follow to increase revenue; and Johann’s cutting edge marketing process to ensure you meet your goals. And of course, how he puts these processes in practice in his businesses .
How Predictable Revenue Built its Innovative Outbound Validation Program
A few years back,Kenny MacKenzie, Predictable Revenue’s Chief Product Officer had bootstrapped his company, Vandrico, to six figure revenue and a team of 13 people. But they failed on the sales and marketing side – they developed a really cool, cutting edge piece of software that wasn’t aligned with what the market needed. And that’s the story of entrepreneurship... even the best ideas can fail for a host of different reasons. Failure, though, can also inspire learning, passion, and your next idea.
Effective Early Career Development for Recent Grads
From interviewing, to presenting, to whiteboarding – if you’re in charge of shepherding new reps and fostering their skills...you won't want to miss this.
The 5 Myths of Building Comp Plans
How much do comp plans matter? Going back to the 80s, the thought was that commissions are nothing but a hygiene factor – pick some amount and go with it. Of course, that couldn't be further from the truth. New studies have shown commissions can affect your top-line revenue by 8 - 20%.
The Power of Thought: Why We Carry Around Limiting Beliefs
We explore how your mindset is formed. Then look at what you can do to unpack and rewire your thought process to cultivate a more positive outlook.
How Proposify Went From Selling Self Serve Deals to Working With Enterprise Clients
Enterprise deals are tough, long, and require a robust product to compete. Find out how Proposify went from selling self serve deals to working with enterprise clients.
Lessons Learned from Hiring 200 Sales Reps in a Year
We provide the framework and break down the process, fast-growing company Samsara used to hire 200 new sales reps in a year. Find out how Samsara maintains company culture and provides mentorship for new reps while rapidly growing their team.
The Ins and Outs of Hosting a Sales Kickoff Event
We explore in detail how to host a sales kickoff event. We'll look at when to do them, why to do them, and how to do them great!
How Early Sales Managers Can grow and Take on Senior Roles
Tips on how to accelerate your managerial career - including suggestions on effective decision-making frameworks.