This group of sales professionals whose primary location is stable and out of a single location could be an office setting or a work from home situation.

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

Achieving Powerful Discovery

According to Chorus, 32% of cold calls become discovery calls. And only 19% of those become Closed Won deals. Imagine increasing that number 1%-3%, measured over your LTV of a customer. We all know discovery calls can quickly go awry. We’ve all had days where we may not have done enough research, we ask closed-ended questions, or we were thinking too far ahead. When it comes to finding real pain and sharing real world value in each discovery call, Nikki Ivey (Sales Development at Emtrain and Co-Founder of SDRDefenders), has over a decade of sales and marketing experience refining the discovery process and breaking into opportunities with authenticity and empathy. In this webinar, you’ll get [...]

Achieving Powerful Discovery2020-10-05T13:16:41+00:00

Reducing & Rescheduling No-Shows

One of the biggest letdowns is sales aside from losing a deal is when someone no-shows for a meeting or a demo. Aside from the lost opportunity for an opportunity, it also means the AE will have immediate dead time, may feel unmotivated, or they will just "chill" until the next thing on their calendar.  It will always happen, but here are some sure-fire steps to help reduce the no-shows and then what to do when there is a no-show. Appointment Setting Process The 3 Pronged 5 Touch Appointment Setting Process SDR/BDR sends calendar invite SDR/BDR immediately sends email with "proposed agenda for demo with ____" Include all prospect parties Includes Agenda Introduction Understanding what [...]

Reducing & Rescheduling No-Shows2020-10-08T18:07:41+00:00

Why Is Reinforcement So Important to Sales Training?

Certificate of Completion in The Harris Consulting Group’s N.E.A.T. Selling™ Online Sales Training is an investment –– in your career, yourself, your family, and ultimately your financial success. Increase your sales by improving your skills with one of the top sales training programs in the industry.  The Ebbinghaus Forgetting Curve  From 1880-1885, Hermann Ebbinghaus ran studies for his hypothesis of how humans retain information. Many people still follow and believe this today. Studies have shown that after 30 days, without reinforcement of the content being taught and learned, much of it is lost. In fact, 77% of learning is forgotten within just 6 Days if it is not reinforced! Studies have also shown that with [...]

Why Is Reinforcement So Important to Sales Training?2020-09-07T13:45:45+00:00