sales philosophy

#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 knowWhatarmy2019-02-08T21:47:00+00:00

Sales is a science, not an art

A lot of people may and probably will disagree with me, which is fine, I think it's a healthy debate. It used to be, and in some circles still is, that the sales reps are known for having "the gift for gab", being a "conversational Cyrano de Bergerac", or a "connoisseur of conversation", whatever. But ultimately that "art" is 100% rooted in science. That science is called psychology or psychiatry. How people make decisions is not an art, it's a psychology that has been talked about for decades. Understanding the science of human behavior and decision making is what's behind this artificial art form people call sales. Whether we are inside sales reps, field reps [...]

Sales is a science, not an artWhatarmyDev2019-02-08T21:49:37+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!Josh2019-02-11T20:29:43+00:00

Women in Sales – The XX Factor with Sarah Fricke of CEB

If you’ve been in the inside sales, Saas sales, or startup sales world then the name CEB is probably not unfamiliar to you. You might also know them by their bestselling book about sales, The Challenger Sale. If you have not had a chance to read The Challenger Sale, we would definitely recommend putting it on your 2016 rotation. It’s a fantastic and powerful view of the strongest sales personalities and how to work them into your current sales structure. A few weeks ago, Sarah Fricke from CEB, reached out to us and wanted to compare notes on a few items. We had never actually spoken or even connected. When we finally got a chance [...]

Women in Sales – The XX Factor with Sarah Fricke of CEBRichard Harris2019-02-20T18:51:18+00:00