Factor 8 has been presented with a Bronze Stevie® Award in the Sales Training Practice of the Year category in the 16th annual Stevie Awards for Sales & Customer Service! […]
Truth: 9 out of 10 sales leaders have had the experience of promoting the wrong rep into management.
Is it time to fire a sales rep? We’ve all made bad hires. And we’ve all made wrong assumptions about team members. So second-guessing ourselves on whether or not to […]
If you’re making the jump into sales, you are probably trying to understand the different roles and how they fit into the bigger picture. You might be asking yourself “what is virtual inside sales” or “what do field vs. inside sellers do?”
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.
Last week, I got an email from an old friend and colleague. Together we launched the inside sales team in EMEA for SAP, and we’ve stayed in touch and had […]
Don\’t forget the cardinal rule of virtual sales demos: Give a custom sample, not a full tour! Imagine you are a nervous flyer. You reluctantly board your first flight in […]
If you’ve been reading our blogs, I’m sure you know that I strongly advocate for developing your people. When I was a sales manager and director, this was my special […]
If you’re an SDR or BDR, you’re on the front lines with prospects gathering information and booking meetings or demos for your AE.
Not sure you did the right thing pulling the trigger for the promotion? Miss your old customers? Not getting done working until dark? Losing your mind babysitting? Have you calculated […]
Call coaching has been ranked as sales managers’ #1 worst skill, according to the Sales Executive Council. Surprised? Me neither. Harsh, but fair. According to data from Objective Management Group, […]
Being a leader is hard. When faced with a new sales leadership challenge, it can often feel like you are alone on an island. Turns out, finding a group of […]
Is virtual sales here to stay? YES! (although your field sales teams sure hope not…) The truth is, virtual sales is HARD. In fact, a recent Gartner research study cited […]
Folks, we’re over a year into this new normal. What we talked about 12 months ago to engage your remote teams, is probably not still working today. Need a few […]
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.
