What’s the Difference Between a BDR and AE?
In the past five years, the acronyms BDR and SDR have jumped to the forefront of selling – particularly digital or virtual selling in the SaaS space. Feeling lost already? […]
How to Budget for Sales Training
Employee development is a critical part of attracting and retaining talent, but only a fraction of leaders include an annual development line-item in budgets. We wait until we have a […]
How to Keep Prospects on the Phone
Everyone loves to talk about how many calls it takes to get someone on the phone (me included), but not enough of us talk about how to KEEP them on […]
3 Challenges Facing Every Remote Team (And How to Combat Them)
Many of the same challenges we faced when we worked on-site carry over to this new reality of working remotely. Other, more recent obstacles are specific to virtual teams. One […]
How Do I Get Promoted to Sales Manager?
If you’ve decided sales leadership is right for you and you’re ready to get noticed for management, this blog is all about answering the question, “How Do I Get Promoted […]
Is Sales Management Right for You?
Recently, one of the awesome women in #GirlsClub shared that she wanted to move all the way up the sales ladder before trying management. She wanted to be credible to […]
15 Virtual Sales Tips for Field Sales Leaders
Once a quarter we host an invite-only Executive Open Bar for our Friends at Factor 8. It’s a safe place to connect, share, help, and learn. This quarter’s topic was […]
5 Quick Tips for New Sales Managers
My first year in sales management was rough. I try hard to celebrate that sweet, young thing instead of cringe, but it’s hard some days. I remember some doozy mistakes: […]
How to Close More Deals
Don’t like closing? You’re not alone. If you feel like you’re being too pushy when you close, here’s a whole new way to think about it. In fact, two. Listen, […]
Join Factor 8: We’re Hiring a Remote Sales Coach/Trainer!
Ever wish you could spend more time on the best parts of your job and less with the rest? If you’re ready to ditch the reporting, the emails, the pipeline, […]
How to Get Your Field Reps Selling Virtually
Excuse me, BUT SHOULDN’T THIS BE OVER BY NOW?! Nine, six, and three months ago no fewer than 10 field sales VP’s told me they and their teams were “waiting […]
Tips for Mastering Call Coaching
Call coaching is literally THE hardest new skill for sales managers. Yes, it’s a new skill even if you’re not a new manager. Why? Because as a seller – hell, […]
Join Factor 8: We’re Hiring a Remote Account Executive!
If you’re ready to take a giant leap in your career – and you’re willing to work hard for it – you may have found your place. Factor 8 / […]
Tips for Successful Sales Rep Onboarding
When I was in corporate America leading training organizations, my “white whale” was onboarding. I built programs, I improved programs, I chased the ever-elusive perfect new hire training experience. Pretty […]
How to Make Negotiation Your Super Power
Wow! What a great webinar on “Making Negotiation Your Super Power!” This was near and dear to my heart as honestly, I don’t feel very confident in my negotiation abilities. […]