12.19.17 | Job Search & Career | Keith Heggaton, Account Manager at Billtrust
Culture is one of those topics that gets talked about a lot. This makes me think people put a premium on it and care about it. From what I can tell, culture seems to be part art, science, and some element of ping pong and fully-stocked kitchens. Jokes aside, one thing is for sure: whether you’re a job seeker or employer, culture is an important part in all of our careers.
12.12.17 | Job Search & Career | Sean Levy, Enterprise Account Development Representative at Coupa Software
You might notice that top sales performers don’t scapegoat others, make excuses, or give up. They have persistence, patience, and the right mindset to hone their sales craft. If you’re in sales, you understand bumps in the road are normal, but if you’re a top performer you not only overcome objections, you anticipate them. Here are 5 every day hacks to hone your sales craft.
12.11.17 | Sales Success | Donald C. Kelly, President at The Sales Evangelist
If all of your clients were exactly alike, sales would be a breeze. If each customer had the same needs and each operated with the same motivation, your job would be easy. The truth is that your job depends heavily on human behavior, which varies greatly from person-to-person. More specifically, it depends on your ability to influence that behavior. The problem is that your clients have different personalities and many of those personalities will be very different than your own. It’s precisely why a study of DISC profiling is a must for every salesperson.
11.28.17 | Sales Success | Deb Calvert, President at People First Productivity Solutions
It’s time to transform the old-school, sounds-like-a-survey, ho-hum needs assessment interview into a rich, engaging two-way dialogue with buyers. Why? Because:Buyers don’t have time or patience for sellers’ self-serving Socratic questions. Buyers don’t want to be sold and resist sharing information that overtly sets up the sale. Buyers don’t see value in the recycled questions every seller pulls out of the same old playbook.
11.03.17 | Sales Success | Tim Wackel, President at The Wackel Group
Imagine you’ve been working on a significant opportunity for several months. You’ve invested long hours with all of the key players and it’s almost time to go to contract. The final step is a simple “show-n-tell” presentation that you need to deliver to the executive committee. All you need is their nod and you’re off to the bank to deposit the commission check.
10.16.17 | Job Search & Career | Ali Mirza, President at Rose Garden Consulting
Scripted SaaS demos don't work. Improve your demo by conversing with highly qualified prospects that your product or service can help. Giving a demo can evoke mixed feelings. If you believe you’re good, you’ll be thrilled at the thought of presenting your demo. If you’re insecure, it will be a sense of dread that sets in every time your eyes glimpse that 45-minute spot on your calendar. Improve your demo with this simple fix.
09.07.17 | Job Search & Career | Scott Bush, President at Bredison & Associates
Before you know it, we will be looking at our calendar and wondering, “When did October get here?!” As we approach the end of the year, the final push to bring in revenue brings new challenges for many salespeople. Think about it, why do most orders and PO’s come crashing in at the end of the month or worse yet after the calendar year is over? Buyers know all about quotas, commissions, bonuses, and sales contests to bring in last minute revenues. So…they wait until you break down and allow price to become the only issue on the table.