Building a scalable, repeatable & predictable B2B sales machine
Everyone makes mistakes, even the best sales reps in the business. Unfortunately, some of the most common pitfalls that reps trip up on when talking to prospects can slow down a deal, confuse a customer’s understanding of your product, or even kill the deal outright. So how do you prevent… Read More >
Do you have an effective sales playbook? A playbook acts as a reference manual for onboarding new sales reps and covers key areas for ongoing sales training. But a sales playbook also has a more important function – it codifies a sales process that is conducive to scalable, repeatable and… Read More >
Sales has changed. That’s no secret; the advent of technology and the evolution of the educated customer has forced sales organizations, sales managers and sales reps to change the way they used to do their jobs. According to The Corporate Executive Board (CEB), 57% of the purchase decision is completed… Read More >
What skills help make a quota-carrying inside sales rep successful? There is a complex set of skills that every ISR must possess in order to sell effectively and, as a sales manager, it is your responsibility to train and coach your reps extensively to enable them to succeed. Make sure… Read More >
When you are hiring new sales reps, what traits are you looking for? I use the 5 below which have worked for me time and time again. And an in-person interview is your best way to test for these top 5 and below I will also share with you how… Read More >
Last week I was talking to a friend who is a CEO with a 15-person sales team at his growth startup. I shared how the successful sales professionals track their own effectiveness and I shared with him what I give to sales reps as a tool to self-rate their calls… Read More >
I read a lot about how other VPs of Sales and sales executives at SaaS companies have struggled with accuracy in sales forecasting. And every time I see that I wonder how they run forecasts. Most sales organizations typically lean on one of these three methods: They used traditional sales… Read More >
Even the best sales reps in the business make mistakes – and some of those errors are all too common. Sales reps are prone to common pitfalls when talking to prospects that can slow down a deal, trip up a customer’s understanding of your product, or even kill the deal… Read More >
As a sports fan, you are familiar with the adage, “Practice like you play.” Coaches preach this mantra repeatedly, to instill a mindset of intensity and improvement among their players. Unless a player practices as if they were actually playing in a competitive game – running plays against defenders, competing… Read More >
Each of our inside sales reps at InsightSquared is a “mini-CEO,” as my friend Aaron Ross calls them. This is because they analyze all their own business by themselves. They fully own not only their quota number, but all of their sales performance analysis as well. I’ve noticed many sales reps… Read More >
