#CoachesCorner 1 | Ashleigh Early
Sales Tuners
In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent. That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on? Most sales reps actually know what to do — that has been drilled into...
info_outline
126: Greg Zapletnikov | Breaking the Code to Find Your Own Style
Sales Tuners
Takeaways Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their...
info_outline
125: Jenn Etherton | Setting Up a Sales Career Development Path
Sales Tuners
Takeaways Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask them about how or why they do what they do, but you can definitely observe their actions. Break down how they speak, how they hold themselves, how they treat customers, and what they do that’s different than you. And these don’t have to just be people in your office. With unfiltered broadband access, these observations can be people you admire online, TED speakers, or even public CEOs by way of their earnings calls and annual reports. Find Gaps in Your Own Skills: It’s...
info_outline
[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
Sales Tuners
Takeaways Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later. Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online, all before reaching...
info_outline
