If you’re reading this, you’ve probably made an outbound sales call. You’ve probably made thousands. Stop and think for a second just how many things about this take guts. Calling a stranger not expecting your call and ask him for money. Betting a chunk of our family’s income on your abilities. Try to pretend you’ve […]
We met Dharmesh in 2015 when he was the Director of Inside Sales at mindSHIFT looking for help with client messaging for his team. From there, he took a role as the Vice President of Inside Sales at EarthLink, where he brought Factor 8 in to provide training for his Retain & Develop team. The […]
AA-ISP recognized Factor 8 as part of the AA-ISP Leadership Summit 2018 at an awards gala held on April 4 th at the Sheraton Grand in Downtown Chicago, Ill. “It is an honor to recognize Factor 8 as this year’s recipient of AA-ISP’s 2018 Service Provider of the Year Award. Factor 8 has proven their […]
AA-ISP has recognized Lauren Bailey, President of Factor 8, and John Healy, Vice President of Sales, as part of the AA-ISP Leadership Summit 2018 at an awards banquet held on April 4th at the Sheraton Grand in Downtown Chicago, Ill. “It is an honor to recognize Lauren and John as recipients of this year’s The […]
Ever wondered what it’s like under the big spotlight of a mainstage? Most of my career I dreamed of being the “big shot” on stage speaking at a conference of my peers. Now that I’ve done it, I wanted to share the funny reality. This year I shared the stage with our incredible new VP […]
We love bragging on Inside Sales Leaders who just get it. The best part is, we get impressed so often by front-line supervisors, managers, directors, and leaders in our travels. What puts a leader on the spotlight list? It’s the “X-factor” of inside sales leadership – results + people focus. Charisma + strategy. The tough […]
We’ve been friends for a while now, right? Chances are I’ve talked to you about AA-ISP Leadership Summit before. It’s my #1 recommendation for anyone who is a Senior Manager of Sales, Director of Business Development, VP of Digital Sales. You see, I never went back to Cedar Rapids, IA for my high school reunion. […]
Got a beef with call coaching? Let me guess, “How can I get my sales managers to do more coaching?” maybe, “Call coaching isn’t getting the results I need.” Frankly, I have yet to meet a sales leader (correction: an honest one) who is thrilled with the coaching that’s happening on their floors. And let’s […]
If you’re like most companies, your buyers have evolved more in the last 5 years than they did in the previous 20….has your sales team evolved at the same pace? Your team needs to be better prepared, better trained, and better equipped in order to remain relevant to modern buyers. In addition, your company needs […]
You may have heard us talk about our SWIIFTSM Intro before. The idea is to focus on the buyer and add value so they stop typing their emails and start listening to you. When you have it, there is something even more powerful than the SWIIFTSM “ear perk,” and that’s a lever. Usually a name, a lever is […]
I had the great pleasure of appearing with an all-star cast of Inside Sales experts giving advice to Inside Sales leaders for 2018 sales management strategy planning. Check out the video hosted by Ambition and featuring Jared Houghton, Trish Bertuzzi, Steve Richard, and myself. Tips to find: Account Based Revenue / Marketing Strategies Cohesive People […]
There are a lot of sales training companies on the market. With all the noise, we’re always grateful when people come to our little corner of the internet and ask more about how we are different at Factor 8. Hey, we all try to categorize vendors and do apple to apple comparisons (Before starting Factor […]
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. […]
