Stuff About Sales

On this episode Hannah and James provide some tips on how to set up a one on one cadence with your team.  Whether you are a new manager looking to set up some structure, but not sure where to start or a vet who might be looking to change things up to improve results this episode offers actionable guidance and a framework that you can put into place today!

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In Part 2 of our sales leadership series we give you some insane tips on how to build credibility within your organization through accurate sales forecasting.  We'll talk through why being an accurate forecaster is important and then give you an actionable process that you can implement today.

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Every front line sales manager has been there.  You have that AE that you know isn't a fit.  They show up late for meetings, don't take any feedback, team engagement is lacking and no matter what you tell them about updating the CRM and working with Deal Desk, Legal and other teams they just continue to step on toes.  But the main killer?  They're just OKAY.  Not the best, not the worst but you know you can upgrade their spot.  But it's not that easy right?  They are like 60-70% to quota every quarter and you have goals to hit.  Ramping takes a lot of time and you may not see any REAL production until next year?

On the first episode of our sales leadership series we discuss THREE things that killing your long term success at the expense of immediate results and FOUR ways to solve this starting today.  Any sales manager can implement these and they will improve your outlook significantly.

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Ah I'm sure you've heard it before.  Don't ask "do you have any questions?" when you're on a demo, but when you get in the room or on the call you just can't help yourself.  It comes out no matter what.  What's the harm?  You can't ever really go wrong with asking if they have any questions right?  They'll say no and you can move on to the next topic.  This is false thinking and creates an environment where you're checking boxes, your customer or prospect is tuning you out and you're adding little value to their buying process.  Instead we give you 3 alternatives that you can use.  Write them down, customize them and your buyer will instantly get more out of the demo experience, you'll feel like you've hit the nail on the head and your managers listening to your demos will think you're an all-star.

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Whether you are an AE just starting your sales career or in a rut - objection handling can be the toughest challenge.  Maybe you are a sales manager with a group of AEs to which you'd like to teach a repeatable, scalable sales tactic to achieve better results.  This episode is for you.  Hannah and James have on Brad Bilen, Senior Manager - Head of US 3P Direct Sales who walks us through his 4 step sales motion.  Acknowledge, Clarify, Feature Benefits, Close.  This 15 minute episode is packed with actionable tips that you can take to your next sales conversation.

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On this episode we have on Michelle Craig, from Uniphore!  Michelle is an Inside Sales Executive and we discuss why salespeople can turbo-charge their success by mastering multiple communication channels  Email, phone calls, social media.  Having a skillset to succeed at each will set you up for success no matter where you sell or what you sell.  Finally,  we also get into an aside on prospecting, the mindset you need and how Michelle personally found a way to excel at something so many salespeople find difficult.

You can find Michelle at https://www.linkedin.com/in/mcraigpdx/

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On this episode Hannah interviews Scott McLin, Co-Owner of Optimum Technology Consultants and a Certified Implementer of Axiom Sales Kinetics.  Scott talks about the benefits of organizations adopting a unified sales process methodology, how that can increase account executive effectiveness and what you can do as an AE if your organization currently does not have any widely adopted sales methodology or process that they are teaching.

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We just got back from the AA-ISP Revenue Summit and participated in some great workshops and classes led by some of the brightest sales minds.  One tip that stood out for us was presented by Udi Ledergor, Chief Evangelist at Gong.  His data showed that cursing actually INCREASES win rates.  But why is this?  Hannah and James share a quick tip, why this works and why you may want to try it on your next sales call.

Link to Gong Data as promised - https://www.gong.io/resources/labs/how-cursing-impacts-sales/#:~:text=Cursing%20Helps%20You%20Win.&text=That's%20because%20sales%20people%20aren,You%20read%20that%20right.

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Hey Everyone, no new pod this week.  Just a couple updates.

We are going to be coming back with some guest interviews mixed in with our usual sales tips.  Also next week 4/18 - 4/20 we will be in Chicago for the AA-ISP Digital Now Revenue Summit.  Come Say Hi!

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You cold call a prospect.  They don't answer but you get the voicemail.  What do you say?  Do you introduce yourself and ask for a call back?  Do you tell them you'll call them back at a certain time?  Do you quickly give a pitch about why you called and then follow up via other channels?  It's not always clear what method works the best.  Furthermore, is voicemail outdated?  There are a lot of tools now to deflect calls and voicemails that when you do get through you need to be precise in your language and make sure you have a plan.  On this episode, Hannah shares a quick voicemail tip to weave into your prospecting strategy to get results.

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