Prospects Hate Your BANTs on Demo Requests

When you fill out a demo request and you get a rep playing 20 questions before you see the demo, how annoyed are you? Do you then expect your own prospects to be equally happy when your sales process does the same thing? Shame on you. If someone fills out a demo request and then has to be BANTED, are you really surprised they are angry? Really?  You just lied to them straight up. Just like the fake LinkedIn requests. Just like the "Re:" in the subject line of a cold email.  Liar, liar, pants on fire.  Own it. You lied to them, accept it, change your message, or stop being "shocked". Here’s the first [...]

Prospects Hate Your BANTs on Demo Requests2021-01-08T03:51:35+00:00

The President’s Club in 2021

The President's Club, the much sought after trip for top sales professionals to relax and revel in their success. In 2020, that idea looked a lot different. And now that 2020 is dragging on into 2021, it's time to start planning what President's Club looks like in 2021. Timing Delaying all trips until Sept 2021, often taking advantage of the Labor Day week, can be slower. Yes, they are still planning for January/February 2022 for the 2021 President's Club to incentivize the end of the year. Incentives The idea of a salesperson, and their significant other, getting 2 trips in 4 months is very incentivizing. More companies are allowing SDRs/BDRs to go on President's Club [...]

The President’s Club in 20212020-12-16T19:04:38+00:00

2021: The Year of the Sales Reset

2021 will be the year of the sales reset. It will be based on the following: employee retention, hiring, current pipeline, desired pipeline, conversions, and 2021 goals. Let's dig deeper into each one: Employee Retention Everyone understands that organizations had to go through resets on headcount. What will matter most is how the folks who made the cut were treated. If organizations tried to move forward with business as usual, high pressure, not reducing goals, or other "old school" methods, the people who made the cut will probably be the first to leave for better culture elsewhere. Yup, you kept them, then treated them like crap, and now you want them to stay? The only [...]

2021: The Year of the Sales Reset2020-12-14T17:50:36+00:00

Why you need a Revenue Operations Team

Last week, Scott Leese and I were working on this blog post and then had the opportunity of speaking with two revenue operations aficionados from Salesforce, Greg Gsell and William Jager for our Surf and Sales podcast.  You can find the episode link at the bottom of this post. Revenue Operations If you are really looking to understand and execute a revenue operations team in 2021, this post and that podcast will provide critical insights into all the things you want to understand. If we’ve learned one thing in 2020, it's a deeper understanding of the Darwinian thoughts around, “Adapt or Die”. In many cases, the evolution begins long before the primary pain [...]

Why you need a Revenue Operations Team2020-11-17T01:34:49+00:00