The problem behind sales success is a sales management Most sellers do enough to not feel guilty, not be successful Sales is meant to be a profession, act accordingly The problem with the sales stack The biggest constraint in sales is lack of time, not lack of market. More reps does not equal more revenue. The mistakes I made as a sales leader Stop holding onto the wrong people for too long Find the driver personality You're never gonna make a turkey an eagle Take the people who are good become great. Lift the middle don't try to resurrect the bottom Whoever wins the emotional conversation wins the deal How to make the [...]
We get tactical on this episode with Mike Hook, VP of Sales, ChildcareCRM. We discuss all things from onboarding to prospecting pains as well as how he weathered the storm of coming in to a new company, a new role, COVID and going remote all at once, as well as:How they got creative on churn during COVIDHow he feels about the infamous "breakup email"His strategy on re-engaging clients that ghost youThe most important (and least talked about) aspect of onboarding successWhat he wishes he knew a year agoLeaning in to say no to people soonerCheck out this episode!
Lauren Bailey is an amazing woman and sales leader. She tells it like it is, even if when it might be uncomfortable. Check this episode out and learn. And yes, men you better damn well pay attention to this episode.How are promotional decisions really being made in the boardroom?What women should do better now to set themselves up for promotions.Why women should stop trying to be perfect.Stop the wishful thinking that if you do well, you will be promoted.Check out this episode!
We have a different approach than most do when it comes to ideas around sales processes and sales methodologies. We don’t believe someone should simply rip and replace one methodology for the other. Sadly, this is one of the first things new sales leaders do to try and “put their stamp” on the organization. Of course, there are exceptions to this rule, and a good VP of Sales will know when the right time is to do this. If the current sales process does not work, it has more to do with the lack of consistent coaching to the team to actually follow it than it does anything else. So simply replacing it may not be the [...]