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

The Best Sales Teams Are Built Upon The 5 Cs

What should you look for in a sales candidate? How do you find the best inside sales or sdr candidates? This is a topic we often see addressed in articles, and yet those discussions never seem to touch on improving your interview skills as a sales rep. Instead, separate articles are dedicated to that topic.  […]

The Best Sales Teams Are Built Upon The 5 Cs2020-09-07T14:01:01+00:00

Women in Sales – The XX Factor with Elli Rigolfi of SocialChorus

After hearing “you should be in sales” one too many times, Elli Rigolfi finally decided to see what all the fuss was about. Turns out everyone was right. Rigolfi found a natural fit in the sales development world, and went on to source $1 million for the employee engagement app company SocialChorus.  We got a chance to pick Rigolfi’s brain about what she does, what inspires her, and of course, women in sales. […]

Women in Sales – The XX Factor with Elli Rigolfi of SocialChorus2020-09-07T14:01:38+00:00

Women in Sales – The XX Factor with Kiasa Eriksen of Pushpay

Last year, the scalable, sustainable, and oh so trainable sales development representative (SDR) emerged as the sales industry’s newest darling. So as we head into the gooey center of 2016, we wanted to shine our spotlight on someone excelling in an SDR position. Fortunately, we found that someone in Kiasa Eriksen of Pushpay. For those who don’t know, Pushpay, a New Zealand-based mobile app company, is one of the top mobile payment platforms in the faith and charities sectors. Kiasa Eriksen, just the second SDR to join the team, has helped build out the department to over 40 staff, and now manages a team of 12. Despite only being with the company for a year [...]

Women in Sales – The XX Factor with Kiasa Eriksen of Pushpay2020-09-07T14:01:50+00:00