Building Your 2018 Sales Management Strategy

For many years in corporate America I felt a little bit in the dark. As a Sales Leader of about $30M, I had a number to hit but I didn’t have a great resource for new ideas on how to hit it. As a Training Leader with a team of 20 I had a vision for building a department and offering new services, but so often I wondered if I was doing it the hard way. Were my goals realistic? Were we best in class?

When we get entrenched in our teams, our goals, our fires and our corporate dramas (c’mon, we all know they’re there!) we aren’t always able to get “outside of it” all and develop strategy.

As I build my own business today (10 people and $2M revenue) I find myself in the same seat. I’m so head’s down that it’s hard to think “up” and “out” and I often wonder if I’m on the right track. Oh, and I forget to make time for that track of strategy and planning – sound familiar?

As a consultant for the past ten years, something I consistently hear from clients is the value they get from an outsider perspective. We don’t know the “way it’s always been done” at their company and we slay elephants in rooms and sacred cows in departments like there’s a shortage of meat at the local grocery store. What they appreciate even more is hearing stories of how multiple other companies are doing things. With one resource they can ask a question and hear real-life stories about new trends people are trying, mistakes most people make, what works and what doesn’t.

I’d KILL for that right now as an entrepreneur.

Here’s the good news. On December 13th, as a sales leader there is a HUGE opportunity to do this with not just one consultant but four.

And not just any consultants, but leaders in the inside sales industry that have been around the BLOCK! Steve Richard with ExecVision has run sales teams AND implemented sales training and enablement tools at hundreds of companies! Trish Bertuzzi from The Bridge Group literally wrote the book on sales development and has a deep client base she’s been helping for over 20 years. Jared Houghton and Ambition have built one of the coolest new tools I’ve seen on the market and he regularly rolls up his sleeves with sales teams to build process, set goals, and drive results. I round out number four and I bring ten years of client insights benchmarking inside sales best practices and listening to thousands of sales calls every year when implementing hands-on rep and manager training.

Building Your 2018 Sales Management Strategy

THIS is a killer opportunity to gain insight! And it’s not a pitchy BS webinar, it’s a town hall. Submit a question and get four (hell, at least three and a half) of the top minds in sales answering for you. The webinar is happening on December 13th at 11:00 am ET. Here’s where to register.

These are three of my favorite people in the industry. Don’t miss this session!

Sign up here (and yes, you’ll get the replay so even if you don’t get your questions answered, you can see if other have the same ones and learn from them – and feel better about having that question in the first place, right?)

ZoomInfo Summit 2017

Top 10 Takeaways From ZoomInfo Summit 2017

This was the second annual conference by ZoomInfo held at the Revere hotel in Boston. Honored as a speaker in the Sales track, I spent a lot of my time learning in the Marketing track. It is awesome to have these two tracks together in one conference. Naturally I also spent time at happy hours, making new friends, and heckling my speaker pals.

zoominfo summit 2017

Here are my top 10 takeaways:

  1. ZoomInfo nailed it with this conference. Amazing speakers, nearly no “pitch” talks from vendors, awesome food, plenty of learning options, fresh faces on stage, about 300 people, and time between sessions. It’s just what you’re looking for in a conference (oh yeah, and some free drinks. How was that not number one?). Side note: I love a “Medium” conference. With 350 – 750 attendees, every other person isn’t a vendor, the audience is well targeted, and it feels like a community vs. an overwhelming barrage. My other favorite BTW is the AA-ISP Leadership Conference.
  2. Seth Godin loves pop tarts and Star Trek. Who knew?
  3. Even though “hot trend” sessions like Ai and ABM are packed, when you talk with people 1:1, there are more people just trying to figure out consistent execution at the 101 level. Folks, make sure your sales conversations are good before hiring robots to get you more (that’s Ai right? JK).
  4. I can spot a sales person vs. a marketing person with 99% accuracy at a lunch table and 97% in an elevator.
  5. Dennis Dube is my new favorite person of 2017. I love finding uber smart and witty people. Bonus when there’s no ego and an eagerness to help others. Good to meet you buddy!
  6. Seth Godin teaches to market to the fringes. LB translation: let your freak flag fly and incorporate it in your message! That’s authentic and you’ll draw the right people to you – maybe even build a tribe.
  7. LB (who will liberally steal from Seth Godin here) says: Sell this way too! Don’t teach your people to sound like a professional sales call. We all hate these. The best calls are genuine, authentic, funny, engaging – REAL. Just one more reason that I hate scripts.
  8. SDR reps seriously need more love. Find ways to help these guys win and feel like a bad-ass at least once every day.
  9. The magic circle for marketing is Blog – SEO – and Social Media – all driving back to your website. This is why I’m writing a post-session blog.
  10. No conference is the same without Peter Weyman. Missed you buddy!

Where am I headed next? You can catch me on October 11th, 2017, co-hosting a webinar, 10 Ways To Scale Your Inside Sales Initiative. Come join me, Jeremy Wiggett, Senior Director Sales Development at Salesforce, and Chase Larson, Chief Technology Officer at SixPackShortcuts as we talk about processes, people, systems and implementation methods to achieve success in inside sales. Register here.

P.S. If you missed us at ZoomInfo, you can still get my inside sales bad-ass tips to share with your team. Get them here.

Factor 8 Is Hiring Inside Sales Trainers!

Factor 8 is hiring bad-ass sales coaches!  If helping reps improve is your favorite part of the job, you love to train and call coach, and you agree that inside sales is harder than field sales…read on!

For the first time in ten years, Factor 8 is offering a chance to join our amazing team of high-energy, expert Inside Sales Advisors and Trainers as full-time trainer employees or contractors.  Seriously, this is big.  Here’s why:

Factor 8 Advisors and Trainers basically run their own business.  That means work from home, manage your own clients, never go to another meeting about a meeting or wade through endless spreadsheets instead of coaching your team.  You’re accountable and get rewarded for the results you get and with clients who really, REALLY want your help.  

Our current team of Advisors are Inside Sales experts with backgrounds of  15 or more years at the Director or VP level. Now we’re looking for people to build our killer delivery team.  These trainers and coaches will have at least five years of experience making inside sales calls and managing sales teams.  And they’ll get to spend all their time doing what they are passionate about – developing people.  Why Factor 8?  We’re a tight-knit, high-performing team known for a few things.  If these speak to you, maybe you belong with us:

  1. No BS.  Our clients and friends know that we give real advice, solve real problems, and get real (BIG) results with our training.  We tell it like it is and we dig in and help fix it.  Big consultancies worry more about billable hours and the price of your suit.  I prefer tennis shoes.
  2. GET ON THE PHONES!  If you’ve said this to a group of reps, you get us.  We printed T-shirts that say it.  Why?  Because our training actually gets reps on the phones live during training raking in the results and money while in the workshop.  That means our trainers have to be ready to live-coach messaging and delivery.  Love the energy?  Love the challenge?  You’re our people.
  3. Opportunity. For ten years we’ve built our business solely on referrals and repeat business, but now we’re investing in sales and marketing — and we can’t handle the growth!   We restructured the company so we could pull the best talent out of corporate America, and this is a chance to get in on the ground floor.  We’ll double in a few years.  Shoot, it sounds like multi-level marketing!  It’s not. Just a fast-growing company NOT dependent on angel investors or a product gamble.
  4. We’re awesome.  Surround yourself with people we’ve hand-picked as Inside Sales Rock Stars.  Learn.  Contribute.  Be proud of your team.  We’re family owned and operated.  (But cooler than your actual family.  We drink beer at team meetings).

OK that’s us.  Still interested? Let’s talk about you.  Here’s what we need:

  1. You have at least 5 years of experience making inside sales calls and / or coaching reps.  Not field sales you guys, not customer service.  BDR/SDR teams, Acquisition reps, Account Managers, ISE’s Customer Success.  Inbound or Outbound is good, but we want 85% of your experience to be B2B.  If you were a rep and now you’ve been a manager for a few years but you hate feeling like a glorified babysitter and report generator…it might be a fit!
  2. You have at least two years of experience coaching inside sales calls or training inside sales reps (sales training and coaching you guys.  Systems and product don’t count, being the “guy” that people shadow doesn’t equal training).
  3. You’re ready to put on a live demo showing us that you’re money in the classroom (film it from your phone training your pets or your kids stuffed animals if you need to).
  4. You have quiet space to work from home where you can take and make professional calls.
  5. You’re cool with travel.  Man I wish all my clients were here in Phoenix, but no such luck.  That means you keep the points and miles, but it also means that you’re away from home 50-70% of work days.  The good news is that you’re home for weekends (there’s a Sunday flight out every once in awhile) and when you’re home, you don’t lose 3 hours a day getting ready and commuting.  You make your schedule and we hope that includes doing school drop-off, coaching little league or making your yoga class.  If all of this is good news for you.  Lean in my friend.
  6. You’ll make more money and be paid for performance.  We’ve targeted compensation to make sure that year one makes more than most sales coaches and trainers do today, and year two makes more than performing sales managers.  If you’re a top-performing rep or Sales Director, you won’t come over equal, but we hope you earn the same in years 3+ (while cutting out the yucky parts of your job and working from home!).  

As a Factor 8 Sales Trainer, you’ll be charged with the delivery side of our training business.  That includes:

  1. Virtually meeting clients during the sales process
  2. Performing onsite and remote training needs analysis to determine the right training workshops, customization, and add-on solutions to be sure we get big results.  This includes analyzing data, listening to lots of calls, and conducting interviews.
  3. Tailoring course materials to ensure we’re teaching reps how to sell their products to their customers in their industry.
  4. Managing training logistics.
  5. Delivering our award-winning classroom workshops – classroom, role play, high-energy games and competitions, live selling time on the floor, real-time and recorded call coaching on messaging and delivery.
  6. Training Sales Managers how to keep new Factor 8 skills alive.
  7. Awarding Factor 8 certifications to reps who prove application with skills.
  8. Conducting follow-up calls with Managers to ensure accountability and stickiness.
  9. Participating in client follow up calls to deliver results, check for satisfaction, collect case studies, and determine next steps.
  10. Collecting and reporting results to your Engagement Manager and Sales Lead

This all starts with a train-the-trainer where we certify you to deliver Factor 8 workshops + multiple “ride alongs” for your first few jobs.  Over time you’ll be coached to higher levels of performance, certify on more workshops, and take over more earning-potential roles like Engagement Manager and sales.

Expected salary ranges from $55-75k with the potential to earn $100k after your first year. 

Our interview process takes 3-4 weeks. Please be patient and bear with us.  It’s so important that we thoroughly interview each other in this process and that we see you can follow the instructions and are serious enough about this that you’ll put in the time.   We expect to make offers by the end of Q3 and start training in Q4.  

Ready to check it out (confidentially)?  Here’s what to do:

Send an email to kaylee@factor8.com that includes:

  1. Your resume
  2. A link to your LinkedIn profile
  3. A confirmation sent to kaylee@factor8.com that you have complete the questionnaire found here.

After this will come a qualification call with me (I’m LB, the Founder and President), a training demo, a coaching demo, Q&A with an Advisor, and a group interview.  We shouldn’t require blood samples and promises of your first born until somewhere near the end of the process…

Excited?  Lean in!  I can’t wait to meet you.

LB

Join Us at ZoomInfo Growth Acceleration Summit!

We’re excited to announce that our own Lauren Bailey will be speaking at the ZoomInfo Growth Acceleration Summit this fall. She’ll be joined by other speakers such as Seth Godin, Laura Ramos, and Chris Voss. They have an incredible lineup this year! You don’t wanna miss it!

This conference is an event that’s created specifically with sales and marketing professionals in mind! You’ll be able to attend specific track sessions to learn actionable sales growth strategies as well as proven trends of a truly aligned sales and marketing team.

ZoomInfo

So, what’s LB going to speak about? You already know she’s a straight shooter so you’re guaranteed real, raw and actionable advice that you can take home with you and immediately implement. This year she’ll be sharing her secrets from the sales floor for unconventional tactics that spike revenue. I promise, you’ll be ready to get back and put these tips into action.

Ready to join us? Check out the agenda and then register using discount code LaurenBailey50 to get $50 off. Register here: http://www.zoominfo.com/summit. See you there!

Factor 8 Named Inside Sales Training & Development Provider of the Year

We’re thrilled to announce that Factor 8 took home four industry awards at the Annual AA-ISP Inside Sales Leadership Summit on April 20. The prestigious honors included the 2017 “Inside Sales Training Service Provider of the Year” and three individual designations in the category of “Top 25 Most Influential Inside Sales Professionals.”

“I’m tremendously proud that we’ve once again been recognized by our industry association and peers with inside sales, AA-ISP,” noted President Lauren Bailey, Factor 8. “Our team is particularly thrilled to receive Inside Sales Training and Development Service Provider of the Year, which is based on direct feedback from the inside sales reps and managers who’ve experienced our training workshops.”

Factor 8 Inside Sales Training and Development

Since 2013, Factor 8 has received numerous designations from AA-ISP, including:

  •     2017 Inside Sales Training Service Provider of the Year
  •     2017, 2016, 2015 and 2014 Top 25 Most Influential Inside Sales Professionals – Lauren Bailey
  •     2017 Top 25 Most Influential Inside Sales Professionals – John Healy
  •     2017 Top 25 Most Influential Inside Sales Professionals – Regina Manfredi
  •     2016 Service Provider of the Year: People Development
  •     2015 AA-ISP Leadership Development Provider of the Year Award
  •     2013 Spirit Award – Lauren Bailey

Learn more about Factor 8’s inside sales training here and manager training here. Follow Lauren Bailey on Twitter @factor8sales.

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His stet corpora nostrum in


eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id.

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