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 […]
Last week my son made his first sales call. For an inside sales thought leader, you have got to believe this was big in my house! My brave six year old D.J. read the school script to relatives & friends and got pledges for the APEX fundraiser (yes, that link is shameless promotion for my […]
Sales leaders, lend me your attention on this please. I know it’s logical to write a script. You’ve built great messaging and you’ve hired young talent. We don’t want them to F it up on the calls, right? And yet I bet you would like to be getting better call results than you are now. […]
On Oct 11, New Voice Media, Salesforce, and Factor 8 attack the systems, process, and people challenges of scaling an inside sales team. Inside Sales is out-pacing field sales by a 10-15x ratio these days, so scalability is a common challenge to inside sales leaders. Don’t miss the webinar. Register here. My job is to […]
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, […]
Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot-on, my friend. Best-in-class onboarding (or new hire training) programs go well beyond the standard “Welcome to the company” orientation and dive into actual job training. But most programs stop after introducing reps […]
Reps often tell us they feel like they could be replaced by an outgoing voicemail message. Sound familiar? Pretty much nobody returns a call, right? Wrong. In training we’ve seen the percent of returned calls increase 2-4X. In fact, we like to run contests to see who can get the most returned calls DURING training […]
So you wanna write an email eh? Bet you want it to be read, too! And, I bet you really don’t get the responses that feel like you should be getting. After all, you’re offering such a good deal that you don’t know why everyone doesn’t respond and call you right away. Or email you. […]
Do you mind if I start with the obligatory story? I think it’s one you might recognize. It’s the one about a busy sales manager frustrated with the under-trained newbie reps she got as “graduates” from her training department. But this story is about me. I was the “undertrained newbie” – and the boss. I […]
In my line of work, I spend a lot of time on sales floors around the world watching Reps, Managers, Directors, and VP’s try to drive the number. I see well intentioned organizations and leaders spend countless hours and dollars trying to unlock the secret that will bring in more customers and keep them coming […]
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 […]
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 […]
Our Factor 8 trainers hear a lot of sales call intros. Thousands of them. And, the bad news is that there are a lot of bad intros out there. Really, I mean a lot of horrendous intros. The good news? They’re easily fixed and your reps can begin to see an immediate impact by implementing […]
I have a fun, EASY bad-assery tip for you this week. Why not run a contest! Watch the video to see how to run the contest, launch it this week and then watch to see the results that you’ll get! Don’t forget to share your success stories with me here at, lb@factor2018.wpengine.com, or better yet put […]
Let me just bottom line this bad-ass blog post for you guys. When reps are “scared” on the phone, this is what they’re scared of. Seriously. It is literally the very worst that can happen to them when selling on the phone. (Actually it would be a funny post to see what WAS the worst […]
