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

One cannot preach accountability without first discussing awareness.

One cannot coach the concept of accountability without first speaking to awareness. Awareness of yourself as an individual first. Understanding you are not your thoughts, you are not your feelings, you are not your emotions. You are just you. Only then can you speak as a leader to help others become self-aware. Helping them to understand they are not their thoughts, they are not their feelings or emotions. They are just themselves. Once you can understand the concept of awareness, you don’t even have to agree with this definition, just understand we must be aware. Then you can start to teach accountability. At best you can encourage people to be more accountable based on their [...]

One cannot preach accountability without first discussing awareness.2018-12-07T20:34:23+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 [...]

Stop calling it a sales playbook. It’s a sales cookbook!2018-12-07T20:35:06+00:00