Now that we’re managing virtually, we need a proactive approach. We need to shortcut the learning curve and have a plan – one that includes the challenge of not seeing who’s in their seat, overhearing the calls, and picking up on the team dynamic.
I’m writing this blog at 9 am tucked into bed with the flu. I started to write it at 7:15 am, but decided on OJ and an episode of American Housewife instead.
Help! I’m hiring salespeople, but where do I find them? Well, probably not in the stack of resumes from your recruiting department. Or maybe you already know that and hence the Google search bringing you here.
If you’re a BDR or SDR, you’ve probably heard your fair share of sales objections. And chances are, you’re likely NOT a big fan of them. I’m here to change your mind. Why? I LOVE objections.
So you put in the hard work, you hooked your prospect, you got to the decision-maker, and you’re at the finish line – it’s now time to close the sale. Time to celebrate? Not quite yet… A shocking 64% of reps don’t actually end up closing the deal.
Whether you’re shopping around for external inside sales training vendors or working with your internal training department, knowing what good inside sales rep training looks like is the first step to ensuring your training is checking all the key boxes.
In today’s world, it’s (unfortunately) become the norm for deals to stall out—even when everything felt great on the call.
Learning to be a great sales coach is hard – really hard. It’s the hardest thing we teach new managers who were formally reps. Now, it’s not as hard as climbing Mt. Everest or teaching your grandma how to order presents online, but it’s rough.
Call Bridging is a critical skill if you’re used to face-to-face selling and now working the phones. In my previous posts, I talked about call productivity and setting call goals as critical skills when transitioning from traditional selling to virtual selling.
Great news. You’ve got proof of concept, found your ICP, and gotten some funding. Now it’s time to build out your BDR team.
Are you looking for the best inside sales training company? With all of the noise out there and everyone claiming to be the best, how can you tell when a training vendor is truly great and different from the rest?
Congratulations! You got the big boss to attend your call. Now let’s make sure you’ve got enough executive presence to impress them.
Raise your hand if you’ve promoted the wrong rep to sales manager before. Yeah, no sales leader in the world can keep both (or either of?) their hands down.
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 the phone!
At 23, in my first sales management job, I was buried by everything my team needed and all the things I didn’t know how to help with. Sound familiar?
