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.

Announcing 5 Week N.E.A.T. Selling™ Training and Reinforcement Program

Ebbinghaus’ Forgetting Curve basically states that, after 30 days, someone only retains about 20% of what they’ve learned. We’ve always focused our sales training to include coaching for managers and reps both before and after the initial training. And it’s worked.  Then came Covid-19, and the idea of a “single day of training” has been left in the dust.  So we started thinking, “How do we pivot? And if we pivot, how do we better support our customers? Could we address the forgetting curve?".  We interviewed sales leaders and sales reps, including VPs of Sales, Sales Managers, Inside Sales Reps, Field Sales individuals, and Customer Success. What we discovered is that people wanted a longer [...]

Announcing 5 Week N.E.A.T. Selling™ Training and Reinforcement Program2020-09-07T13:45:52+00:00

Negotiating your Work From Home Expenses

As WFH will continue to be the new normal it's important that companies and employees take a good look at what it takes to have healthy work from home policies, especially around the equipment needed. And most importantly, who is responsible for it? Whether you are in inside sales, field sales, marketing, engineering, HR, IT, this stuff matters, a lot. We believe that companies should build strong cultures, and as such, it's up to the company to provide these resources.   Now, if you are in need of a job, bills, family, rent, mortgage, etc. Then we will absolutely support that you need not negotiate too hard on these things. But if you can, don't let [...]

Negotiating your Work From Home Expenses2020-09-07T13:46:04+00:00

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because with that [...]

Stop calling it a sales playbook. It’s a sales cookbook!2020-09-07T13:54:58+00:00

9 Steps To Hack Your Interview Process & Score More Job Offers

My wife thinks I’m crazy for saying this, but I love the sales job interview process. And no, I don’t mean interviewing candidates, I mean interviewing as a candidate. I love it so much that a close friend, Scott Leese, SVP of Sales at Qualia Labs, and I often joke about how if we could make money just by landing job interviews, we would do it full time. Landing, and of course, nailing job interviews is an invaluable life skill, and if you’ve ever had to wade through the job market, you probably know that your single greatest point of leverage is securing multiple job offers simultaneously. This puts pressure on employers to take you [...]

9 Steps To Hack Your Interview Process & Score More Job Offers2020-09-07T13:55:05+00:00