In Sales we’ll look at the buyers’ journey and sellers journey to form a complete sales process or transaction.

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 really rears its ugly [...]

Why you need a Revenue Operations Team2021-04-09T09:32:46+00:00

John Barrows and Harris Consulting Group Team Up

N.E.A.T Selling™ training, used by companies like Zoom and Google, will now be available to subscribers to the JB Sales’ “Netflix for Sales” OnDemand platform.NOVEMBER 9 2020 — JB SalesJB Sales announced today that they will be adding N.E.A.T Selling™ sales training, developed by the Harris Consulting Group, to the library of sales courses available on the training video subscription service, OnDemand. The agreement between these two companies was reached after CEOs John Barrows (JB Sales) and Richard Harris (Harris Consulting) agreed on the essential nature of ongoing sales training, particularly in light of this year’s events.“Sales professionals have to confront two different realities,” says Harris. “First, work-from-home business means reps and managers are not [...]

John Barrows and Harris Consulting Group Team Up2021-04-14T07:04:20+00:00

The Math Needed to Justify a BDR or SDR Sales Team

There are multiple factors as it relates to a team aside from pipeline generation and growth when it comes to discussing your BDR and SDR team revenue contributions.First, it’s a myth that SDR and BDR teams only create pipeline generation. They contribute real revenue by doing the dirtiest, hardest, and, oftentimes, most overlooked role in the entire sales process.When someone gets stuck on the pipeline creation at the sales executive and management level, it’s like someone in marketing shouting about their open rates for emails. It also smells like someone is trying to avoid accountability on the closing side.Pipeline generation and growth by SDR teams is just the beginning. What needs to really be measured [...]

The Math Needed to Justify a BDR or SDR Sales Team2021-04-09T14:32:28+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 actionable steps to [...]

Achieving Powerful Discovery2021-04-09T10:47:05+00:00