Sales Coach

Diversity is a buzz-word right now.

Many organizations mandate it.

It’s a metric by which many sales leaders are measured.

But what are the business benefits of diversity in a sales environment?

Is diversity linked to customer satisfaction and sales performance?

How do you hire for diversity and how do you coach diversity?

Today’s guest is Amandine le Sergent, Director of Inside Sales EMEA Services at Juniper Networks.

Diversity is very close to Amandines’s heart, as is coaching

This is episode 50 of the Inside Sales Coach podcast.

Check it out now (link in comments)

 #SDR #SaaS #InsideSales #salescoach

Coaching is a great idea. It’s often the execution of it that sucks. 

 

I see sales leaders who are convinced that they are coaching.

 

But they are directing, they’re not engaging and they’re certainly not listening. 

 

You know the expression: Selling isn’t telling. Well that’s true of coaching as well.

 

Coaching isn’t telling…

 

And coaching isn’t working …if you’re doing all the talking.

 

The secret is to coach conversationally.

 

Just like any conversation, a coaching conversation is a two-way street.

 

Today, we’re going to walk down that street together and give you some helpful guidelines.

 

Thanks to Brian for suggesting today’s topic: How do I coach my team conversationally.

 

Check out the episode now!

Today’s guest is Rakhi Voria Director, IBM Global Digital Sales Development.

 

She manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally.

 

Rakhi previously worked at Microsoft and served as the Chief of Staff to the Corporate Vice President of Inside Sales, where she helped build the digital sales force for Microsoft, growing the team to 2,000 sellers globally and the business to over $8B in under 3 years.

 

And it’s the topic of Women in Sales that is especially close to Rakhi's heart. 

 

Today’s conversation addresses the urgent need to attract more women to the sales profession, what the business case is for doing so and gives you some key advice on how to succeed.

 

Check out the episode now

 

#SDR #SaaS #InsideSales #salescoach

Most businesses love interns. 

 

Some imagine internships to be sources of cheap labour. 

 

But some realise that they can be a highly effective source of future top performers.

 

So what’s your take on hiring for sales internships?

 

Have you hired interns before and have you been an intern too?

 

Zeeshan Hafeez is Chief Revenue Officer at VeeMed a telehealth solutions provider in California.

 

He is putting together his Inside Sales org from scratch.

 

And interns are an important part of that strategy 

 

Listen to today’s posdcast episode as we share how inside sales internships could work for you

 

#SDR #SaaS #InsideSales #salescoach

Time is a precious commodity for a sales leader 

 

You need one-on-one time and group time.

 

You have pipeline reviews and deal-reviews.

 

You have people to develop and people to lead

 

Finding time with all that’s going on when your people are working WFH isn’t easy. 

 

So, tt’s easy to forget that we need to build people before we can build the team.

 

Intelligent sales leaders like Tim Wood, Sales Director, US Inside Sales at Intel know this.

 

Tim uses ‘office hours’ as ‘connection hours’ in order to create a close team who support each other

 

Listen in as Tim tells you how he makes ‘office hours’ work for his team at Intel.

 

#SDR #SaaS #InsideSales #salescoach

On a coaching call with a group of BDRs in Miami this week, the topic of Tribal Knowledge surfaced.

 

Some people thought: ‘Hey..what’s that?’ 

 

Their Team Lead who was also on the Zoom call was on mute but she was nodding and smiling enthusiastically.

 

She said: I’m a a big believer in the knowledge that people bring to the organisation when I hire them.

 

It’s that plus all the stuff that’s never written down, but my team have to know, to do well in sales. 

 

And she’s right. 

 

Wikipedia defines Tribal Knowledge as 'information that is known inside a tribe but often unknown outside it.'

 

Today’s guest is Billy Franz Director of Inside Sales and Channel at SADA systems in Austin.

 

And Billy’s going to share his ideas to help you identify Tribal Knowledge, get key people to share it and leverage it for success.

 

Check out the episode now

 

#SDR #SaaS #InsideSales #salescoach

Have you heard of #Revenue Intelligence?

How about the terms Market Intelligence or even Conversation Intelligence ? The common denominator among these three terms is Artificial Intelligence or AI, and it’s the driving force behind platforms like gong to help upskill your remote sales teams. The technology allows Inside Sales leaders like you to capture what your reps are doing:  

• talk/listen ratio
• handing objections
• adherence to your playbook
• asking questions
• discussing pricing etc.

When working with remote sales teams, I can leverage tools like Gong to identify coaching touch points quickly Does all that sound super-complex? Fear not.   My guest today is @Sheena Badani is Senior Director of Marketing at @gong.    And together, we’re going to give you a straightforward understanding of how AI can help you to:

• coach better
• lead bettter
• sell better

Sound good? Check out the episode now

You have a team of #sales peope right now working from home.

Are they qualifying opportunities properly?

Are they asking the right questions of the right people and gathering the right information?

#BDRs and #SDRs use BANT, a 4-step #framework to quickly screen #prospects.

It’s simple to understand and easy to use but it’s not perfect. No system is.

Last week, we covered #MEDDICC which is used by many AEs in #startups

This week, it’s the turn of #BANT.

 

What is it?

Which kinds of questions work?

How do you coach it?

 

Check out the episode now

#SDR #SaaS #InsideSales #salescoach

Which activity is critical to your pipeline and forecasts?

Qualification HAS to be at the top of the list.

Spending time on incorrectly qualified prospects is an opportunity cost.

Spending time on incorrectly qualified prospects is inefficient because they often are unlikely to close.

Poorly qualified opportunities are going to screw up forecasts and weaken pipeline, correct?

So using a rigorous, tried-and-tested qualification framework like MEDDIC or MEDDPICC is going to help you to:

 

Inject rigour and clarity into your qualificaction

Increase volume, value and velocity 

Close bigger and better deals more often

 

That’s what today is all about

Check out the episode now! 

Harry Farrell is EMEA North /MEE Faculty Lead at SAP Digital Sales Academy and leads the faculty in enabling and coaching sales performers in mid market.

Your AEs, BDRs and SDRs need financial acumen and business acumen to have consultative sales conversations, particularly in the digital environment.

It’s easier said than done, isn’t it?

Today, we're going to identify what successful sales people like yours need in mid market and how a digital sales academy like SAP’s helps can help your team’s front line performance in mid-market.

Check out the episode now.

#SDR #SaaS #InsideSales #salescoach