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So far Whatarmy has created 26 blog entries.

3 Kinds of Demos

There are 3 types of demos in #sales when following N.E.A.T. Selling. N.E.A.T. = Need, Economic Impact, Access to Authority and Timeline Trailer - This is essentially an explainer video. This gives people just enough to understand the pains you solve to entice them into a deeper conversation. 2-3 minutes Main Feature - This is a demo that actually walks your prospects through their specific use cases as it relates to your product or service. Director's Cut - This more like a POC or trial. Or perhaps a #CustomerSuccess demo of a new application Throughout the #salescycle you must determine what is your equal get for giving these to people. 5 more tips about demos [...]

3 Kinds of Demos2020-04-16T20:43:47+00:00

MQL and Lead Scoring definitions are broken

For too long Sales has been getting the short end of the stick when it comes to revenue. It's time that Marketing have a real goal and real revenue targets. Here is one way to fix it on the MQL side that will encourage greater parity where Sales and Marketing work together and treated equally. Tier 1 - 1 point - Demo Requests And Contact Us = 1 point Tier 2 - .25 points - All others = .25 points. This includes White Paper Downloads, Workbooks downloads, Trade show leads, etc. Essentially anything that is not an actual meeting. Tier 3 - .75 points, any Tier 2 that becomes a meeting. This allows for the [...]

MQL and Lead Scoring definitions are broken2020-04-16T21:29:49+00:00

The Moments In-Between

It's the little things that matter most. After hosting 4 #SurfandSales events, and attending countless other #sales conferences, here is the most important thing I can offer: Enjoy "The Moments In-Between". The conference sessions are good of course, content is king. But remember, Context is the Kingdom. For me, so much of that context comes from the discussions around the sessions, "in-between". When you ask the person next to you, "So what did you think?" and then have a conversation. When you see or hear someone say something that makes you want to walk up to them and say, "Hey, I heard what you said, and I'd like to chat with you." That moment when [...]

The Moments In-Between2020-03-23T19:58:53+00:00

The Right Management to Rep Ratio

Management vs. Coaching - Which do you really want? Executive Leaders who think a single person can truly coach 10-12 people, have it wrong in most cases. A Sales Manager can manage 10-12 people, if you don’t want them to do real coaching. Want them to coach calls, run 1:1’s and Pipeline Meeting? At best I say they can coach and manage 8, tops! Here is what others have said on this topic: Krysten Connor - Account Executive - 100% and companies should be intentional about this, no matter which model they prefer. And then be transparent with their reps about what they should expect. Some reps don’t want any coaching, some reps don’t want [...]

The Right Management to Rep Ratio2020-03-23T19:56:10+00:00