Sales Coach

Your sales team are in the office.

Maybe not your office OR you are in the office but they are working from home.

If you are checking in with your team, motivating them, enabling them, coaching them, you are using technology. 

At it’s simplest, you are using the phone.

At its most complex you are using AI-driven tools to automatically monitor sales conversations and highlight coaching points

It’s easy to go down the rabbit hole and get nerdy on tech.

instead lets’s look at a couple of solutions and how you can use them practically to coach your remote sales team.

This is Episode 40 of the ISC Podcast

Check out the episode now

#SDR #SaaS #InsideSales #salescoach 

Today’s guest is Jon Carr, Inside Sales Leader for Axios Systems in Edinburgh, Scotland.

Jon is a seasoned veteran of Inside Sales. He was promoted - almost against his will - as he was doing such a great job as an SDR.

Many years later, Jon has developed a recipe to help him stay close to his team and lead from the front.

Inside Sales people are geared mentally to work at a distance from their prospects.

But working at a distance from your team and doing it from home is a different challenge.

All the more important then that Inside Sales Leader finds ways to stay close to their team.

Jon’s going to give you three ways he makes this work for him!

This is Episode 39 of the ISC Podcast

Check out the episode now

#SDR #SaaS #InsideSales #salescoach

As sales leader, it’s incumbent on you to coach and train your people but should all of the training and all of the coaching come from you?

What about sales managers who report to you? Are they involved? Are they developing their people their direct reports? Better still, are they developing each other through peer-2-peer learning?

In my experience, many teams don’t interoperate, they isolate.

They work in the same sales organization but they don’t share the learning between sales leaders and sales regions.

Today’s guest is John Massey VP EMEA Regional Business Development, Commercial Sales & Channel at SAP

Listen in as John and I discuss his simple but powerful methodology to get sales leaders talking to.. and developing each other

#SDR #SaaS #InsideSales #salescoach

Companies who are lucky to be expanding and taking on new sales people are challenged in the current environment.

Understandably, many inside sales managers are unsure about how to do this and set their new inside sales people up for success.

You have a new member of your sales team, but you have never met them. Maybe you can't because of COVID.

But you have to on-board them virtually, so how do you do that?

Today, 5 steps to onboard your new sales hire virtually and make it work!

This is eps 37 of ISC

Great products sell - but great sales people sell better

What do I mean? It means that people need to buy you before they buy from you, particularly when they can’t see you, don’t know you and don’t yet trust you. 

So it’s not a question of always be closing, it’s a question of always be opening.

Opening the door to better, deeper relationship and that means making people feel comfortable - particularly when times are uncomfortable

So today, let’s look at 5 easy ways to make people feel comfortable 

Check out the episode now!

#SDR #SaaS #InsideSales #salescoach

Inside sales is fast becoming Digital Sales as teams like yours adopt online channels to prospect, discover, sell and close business.

Many companies now want inside sales people who can do more than make cold-calls. As a result, you need to look for a new breed of sales person with this 21st century skillset.

So how do you lead this digital sales team in the current pandemic? How do you keep in touch with them, train them, coach them and motivate them?

Frank Hattnann, Global Head of Sales at Intertrust and former Director of Digital Sales at Microsoft is your guest today to outline how he leads his remote sales teams in this digital environment.

Check out the episode now

#SDR #SaaS #InsideSales #salescoach

Where’s your Field Sales team?

Right now, sales has gone inside and field sales has largely left the field. 

Traditionally, field Sales & Inside Sales are different roles with:

•  Different objectives
•  Different skillsets
•  Different mindsets

For many organisations, Inside Sales looks after:

• lead-generation
• appointment-setting
• renewals 
• simple products-selling at a distance. 

In contrast, Field Sales team generally looks after:

• larger deals 
• multi-stakeholder deals, 
• complex-deals 
• Face-to-face selling onsite

That playbook has been altered dramatically as the shift to digital / virtual-selling changes the way we do business for a long time to come...

Perhaps indefintiely....

So how do you help your field sales make this transition and adapt to this new reality?

Today, I’m going to give you five suggestions to help you 'convert' your field sales team to inside sales.

Check out the episode now

You want your sales people to follow the sales process or playbook, don’t you?

That means going through each stage in a logical fashion. Stage 1, then stage 2, etc then close.

But is there any merit to coaching the sales process in reverse? It turns out there is and its really useful when getting your sales people unstuck.

Today, you and I are going to explore this together so your sales people can see the light at the end of the funnel! 

Check out today's episode now!

We think of sales as a talking game, an information-communication game.

The sales person is required to open the conversation, to qualify, to overcome objections and to close.

We load sales people up with pitches and sequences  

We train sales people to talk and talk 

We guide sales people through scripts and playbooks 

To get someone to engage, to reveal their thoughts and to answer powerful questions requires listening.

Deep, present, empathetic listening. 

But what about listening? Is there a playbook for that?

Today, I’m going to give you 5 keys to help your sales reps really listen

Check out the episode now.

Field Sales is now inside sales and one of the things that clients tell me is that a large percentage of field sales people are struggling with getting to grips with generating leads and closing business on Linkedin.

Today, I have Matt Clark from Johannesburg, expert in generating leads through cold outreach via LinkedIn.

We are going to walk you through a learnable 5-step system in just 30 minutes so you and your team can start generating leads.

Check out the episode now!

#SDR #SaaS #InsideSales #salescoach