Sales Coach

What is the modern seller?

Who are they? What do they do? How can you find them?

And if you want to hire them and develop them, how do you do that?

@Brian Signorelli is Senior Director of Sales at Hubspot, the sales, marketing and CRM platform.

Brian has written the book on Inbound Selling with a forword by @brian halligan, CEO of Hubspot. 

If anyone knows how to sell like digital natives, it’s the people over at @Hubspot. 

Today, we’re going to give you takeaway tips on how to train your team to be modern sellers.

Check out the episode now! (Link in comments)

#Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips  

#salesmanager #saleleaders

We’re speaking with @Alejandro García Machuca Regional Sales Enablement Head at @SAP

There is an ever-increasing tech stack for remote sales people to learn.

Unless they are used selectively, tech can become overwhelming. 

What’s useful, powerful and practical for your sales team?

Where these tools used internally and externally?

When these tools should be used in the sales process

Today, Alejandro is going to give you 5 tools that his sales teams use to achieve great results

Check out the episode now (LINK IN COMMENTS)

#Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips  

#salesmanager #saleleaders

Today, how do I use @Mural to collaborate.

Visual collaboration is a hot topic right now

Your team is remote and your customers are remote

A tool like Mural helps your sales team to 

add value to the sales process

engage visually with roadmaps

energise meetings 

map out decision-processes

landscape organization structure 

Then there are all the other advantages such as

enhancing your people’s involvement

minimizing travel 

increasing productivity 

connecting people

Today, we have Nick Feeney, AVP Commercial Sales at Mural to give you key use-cases for 

visual collaboration using Mural

Check out the episode now

Are you in the middle of 'SKO' season?

What do you want from your Sales-Kick-Off this year?

Do you want it to drive new learning, increased productivity and motivation?

Those that do a great job are often the ones that consult people, include people and focus on people

Putting the sales people at the center of the sales kick-off. That’s the goal.

Back in episode 53 in January, I shared my ideas on why to run one.

Today’s episode is all about how to run one.

We’re talking with Carol Rossi, Senior Director, Global Field Communications, Events and Enablement at NetApp.

Carol has years of experience running offline and online sales events for orgs including CISCO.

How do you plan a great SKO?

Who should be involved?

How do you design and run your Sales Kick Off?

Check out the episode now!

#AccountExecutive #AE #Salestraining #digitalsales #insidesales #BDR #Salestips  

#salesmanager #saleleaders #virtualsales

Jonathan Swartz, Director Azure Sales at Microsoft is big on developing outcome-based leaders.

Many people in sales management positions focus on the how (KPIs, sales process, CRM) to the detriment of the why (targets, goals, vision).

Ask yourself which people are more motivated by: Is it the ‘how’ or the ‘why’.

Your sales team are going to be more motivated by the why rather than the how. 

Jonathan gives a great analogy where he compares outcome-based leadership to breaking rocks.

If you want people in your quarry to break a large rock:

You can’t tell the team how many swings of the hammer it will take

You can’t know because each rock is different

You have to tell why breaking that rock matters then stand right back

Great leaders create followers who trust them and are trusted by them.

Give them the outcome vision sales goals, set the parameters and process, trust them to get there. 

So what will it take to develop outcome-based leaders in your team?

Check out the episode now to learn Jonathan’s ideas for your outcome based leadership.

#Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips  

#salesmanager #saleleaders

You want your sales people to be self-accountable 

You want your AE’s to be self-reliant.

You want your team to be autonomous

This means being capable of existing independently

It’s a theme that a client of mine is working on in her SKO 21.

In this year’s kick-off, how can she get her sales people to be more autonomous?

How can you get your team to dig themselves out of problems

You want performers who:

Think for themselves

Regulate themselves

Correct themselves

Develop themselves

Lead themselves

Sounds impossible?

But it’s not. It actually starts with you and the leadership you are creating.

In today’s episode, 3 key steps to creating autonomy in your sales team.

According to Gartner only 17% of buyers time is spent speaking directly with suppliers.

Your prospects are gathering information from a range of informal sources. 

Top of the list are situations where they have an opportunity to learn from people in their shoes.

People in the same industry

People in the same role

People in the same situation

What if you could facilitate an event where you get to learn exactly what your prospects and their peers are thinking?

A virtual round table is not for your prospects and customers to learn from you

It’s for your prospects to learn from each other and for your sales team to learn from everyone. 

When your sales people know what is actually top of mind they’re going to know:

Who to speak to

How to qualify better

How to lead with (real) value

Check out the episode now!

#BDR #SDR #Salestips

Traditionally in sales, we begin the year with a kickoff

 We have planned the year ahead

 We have lined up resources and allocated them

 We have communicated plan and how we’re going to execute it

 Kickoff is a fooball term and brings to mind an image of your team in their positions

 Everyone knows what their role is

 Everyone knows what their play is

 Everyone knows what the goal is

 In today’s episode

 3 questions you should be asking yourself before your kick off

 5 reasons to have a sales kickoff

 5 key tips to make yours a success

 LISTEN NOW (link in comments)

 #SDR #SaaS #InsideSales #salescoach

When we’re trying to sell things to everyone, we’re selling to anyone.

And that’s kinda hard because your team aren’t close to the kind of buyers whom they understand.

In sales, we call this having an ICP - Ideal Customer Profile.

This is the person whom we know we can best help, whose problems we can best solve.

We could solve other people’s problems but our ICP is the person / entity / group for whom we do our best work and get our best results

The trouble is that it’s not always obvious who or what our ICP is.

It can take time and the help of sales ops to help us figure it out.

That said, I encourage clients to involve their sales teams in this process.

To really get stuck into to mapping out ICPs and to create them so they use them and own them!

Today, I have Adrian Foley, Global Head of Sales at Teamwork to share how to train on ICPs with your sales team.

Check out the episode now!

#SDR #SaaS #InsideSales #salescoach

Sales is changing fast and sales roles are changing fast.

Field sales is being overtaken by Inside Sales

And Inside Sales is increasingly spinning into virtual sales and digital sales thanks to technology such as AI.

We have moved beyond the realm of analog-selling into the era of data-driven digital sales, where software, data and the internet form an irresistible tri-fecta.

Digital now gives your people the means to sell more, sell better, and gives you the means to coach better too. 

So how do you navigate digital?

My guest today is Lori Harmon, Vice President, Global Cloud Sales & Customer Success at NetApp.

Lori heads up a newly formed cloud sales team of 140 new digital natives.

In the next 35 mins, we’re going to reflect on the importance for your team acquiring these digital skills and why it matters for you.

Listen to the episode now!

#SDR #SaaS #InsideSales #salescoach