Success equals accountability

Just had a great pre-SKO meeting with the sales management team from a successful start-up. One of the topics that came up was holding sales reps accountable. Whether you manage SDR teams, Inside Sales Teams, Customer Success, or Field Sales Teams this is one of the most important topics in sales management. Truthfully, it's equally important in all aspects of business leadership. And ultimately if you want to be successful at anything in life, in any career, being accountable will be the most determining factor. So we decided to discuss, "how to make sales reps more accountable"? For me, as a Gen-Xer, one of the most insightful parts of this conversation was the fact this [...]

Success equals accountability2018-12-07T20:33:24+00:00

#MarketingIsDead and here’s how I know

Th single biggest mistake I encounter at Dreamforce and every other conference. Everyone showcases "themselves" and frankly nobody gives a shit. Your backdrops talk about what you do and never talks about what pains you solve. Same thing for your booth presence. I walked up to 25 booths and asked people, "What pain you solve?" 25 out of 25 couldn't answer the question. All I got was mumbo-jumbo buzzwords. When people ask me what I do, I don't tell them what I do, I tell them what pain I solve. It's not rocket science, people. Let me be more clear... Your AI claim doesn't mean jack-squat Your algorhythm is worthless Your value prop is shameful, [...]

#MarketingIsDead and here’s how I know2018-12-07T20:33:38+00:00

Meet for coffee? Stop wasting our time.

So tired of the “we should meet for coffee or a drink” requests from people who clearly have not looked at each of our profiles to recognize the obvious... the only reason you want to meet with me is to try and leverage my network. Come on, stop wasting our time. Truthfully I see very little value in meeting. My intent is not to come off rude but be directly honest instead of making up some lame “I’m too busy” excuse. If you claim to value transparency then you should most likely agree. I wish you well but I just don’t see the value and feel you deserve an honest answer. Seriously if we tried [...]

Meet for coffee? Stop wasting our time.2018-12-06T19:17:53+00:00

The Perfect Handoff: Best practices for conducting the SDR to AE handoff

Inside sales has come a long way in recent years. One of the fastest growing trends in inside sales is having a team of both inbound and outbound sales development reps (SDRs) handle things at the top of the funnel. The SDR’s primary responsibility is to make sure that anyone who talks to a sales rep is actually worth everyone’s time, both the potential buyer and the seller. In short: qualifying the person. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the [...]

The Perfect Handoff: Best practices for conducting the SDR to AE handoff2018-12-07T20:33:54+00:00