I’m proud to share three opportunities to help our community: 1. OPEN BAR: Virtual Selling Expert Forum & Best Practice Sharing An exclusive closed session only for “Friends of Factor 8” hosted at The Sales Bar (hey, THIS bar is still open) Join five virtual inside sales experts and me while will sip & share […]
Factor 8 is proud to announce that the Friends of Factor 8 Sales Training and Referral Program is open to sign up! Were you laid off or do you know someone that has been? Do you know a company/executive that is hiring? Please read and share! Factor 8 built this program to give all laid-off […]
Uncertainty can bring out the crazy. (Fist fights over TP?) In all honesty, I’ve spent the past week stifling eye rolls and trying to maintain some humor. My team email last week included the advice “Please refrain from licking your tray table or french-kissing Seniors…” I see now that I was acting from a place […]
In fact, the average lifespan of a BDR/SDR rep is down from over two years to just fourteen months according to the latest report from The Bridge Group. Why is our lifespan shrinking? I have a few theories: Expectations are increasing. More tools + higher customer expectations and knowledge + the systematic approach to marketing […]
Yesterday during training with a client, we had a great conversation about culture. I asked, “How can you tell if you’re walking into a bad sales culture?” Check out some of their answers: “It’s quiet.” “No one is celebrating.” “Managers are all behind their desks.” “You just feel the negative energy.” “You see people whispering.” […]
Last decade, all of us Inside Sales leaders pretty much had the same hiring profile: College degree 2 years sales experience Played a competitive sport Then we’d do a few more interview questions and pick the candidate we felt was the best fit. Ahhh…how times have changed. So, how do you hire the best sales […]
*This position has now been filled* Factor 8 is seeking a sharp, experienced virtual executive assistant to support our President and Founder. Factor 8 is a 12-year old, well-respected sales training company. Our mission is to help people at all levels increase confidence and success at sales. Our focus is on delivering results, changing lives, […]
Want to increase close rates? Redefine what “closed” means! The idea here is that every call CAN be closed – just not for the sale. Indulge me in a sports metaphor (and prepare for me to mix it up halfway through): Football. When we load up our BDR and outbound acquisition teams with lead lists […]
Welcome friends to a new decade! One we so humbly term, The Decade of Sales Funny that this calendar turn has happened a bit under the radar. I mean, remember the turn from 1999 to 2000 and the point where we all realized that it was actually no big deal? Living near the west coast […]
Are you an “A” player? If you like challenges, are passionate about learning how to sell and willing to work hard, keep reading. Factor 8 is currently looking for hard-working, coachable, intelligent, and hungry star players to add to our team. We offer unparalleled career growth opportunity and a fast-paced environment where the only limit […]
Congratulations! The decision to develop your sales reps and managers is a sound one. If you don’t already have battle wounds from our industry’s war for talent, the fight may be coming your direction as our hiring pool shrinks and the demand for digital sellers grows (at a rate of 10-14x traditional sales). For most […]
One of my go-to “truisims” when speaking about inside sales is that frontline sales management is THE busiest job in the world. I find myself saying this over and over because “Give it to the Sales Managers” seems to be a go-to phrase in leadership, but sadly is oh-so-wrong. Why? Managing a team of 10-15 […]
This week I did a live mangers-only “Happy Hour” on The Sales Bar. What a treat. Working with newly-promoted managers may be my very favorite thing. Maybe that’s because the pain I remember in their position is still a bit fresh (albeit over 20 years old…) The transition from rep to manager is tough. It’s […]
Fifteen years ago we had two kinds of reps: inside and outside. Thanks to awesome technology like WebEx and Zoom, fifteen years from today we’ll have one: rep. Focusing on the last five years, we’ve seen a trend in role specialization. And it’s a good one. If you’re growing or starting up a team, you’re […]
First and foremost, kudos to you for investigating solutions to train your teams. More and more studies show us that reps and leaders want development and career opportunities more than nearly anything else! This is especially true in inside sales where we hire more millennials and experience higher turnover. Now, how do we make sure […]
