Sales Engagement Resources

If you travel for work, your whole schedule has been upended by the coronavirus pandemic. You’re trying to figure out how to work remotely… not just staying connected to your office but around the world.

A few years into your sales career, you realize, I’m actually committing to sales. But now what? Learning to perfect your sales craft is the next major step for upping your sales game.

So many of us in sales have said these words: “Anything but sales.” What is it that draws us in? We love a challenge.

When was the last time you thought about risk? As a sales professional, odds are that you’re not constantly thinking about enterprise risk as you put together your sales strategies. But you should be.

What a weird time to be living through right now. Entire sports leagues have ceased operations, cities are going into “lock-down,” and many small businesses are hanging on by a thread, having to radically adjust their operating model to stay open and keep people employed.

As they say, “intent is everything.” Nowhere is that more true than sales. If you can’t capitalize on customer intent and convert that into actionable follow-up, you’re missing out on a huge opportunity.

As distracting as that new technology might seem, the fundamentals of sales haven’t changed. Not only are the fundamentals the same 5 they’ve always been, they’re arguably more important now to help cut through all the distractions that beset sales professionals.

When was the last time you got on a stage and did improv? If you’re like most people, the answer is probably never. After all, improv is scary, right? To be on a stage, with no script, no direction, and no answers?

A global media and competitive intelligence company had to close its Montreal office because the managing director moved to Amsterdam. If you’re most companies, what do you do? You put out a job ad, hire a local director, get them up to spend, and hope for the best. But Meltwater tried something different.

On LinkedIn, it isn’t just about getting more visibility. It’s about getting the right visibility. This is something I’m incredibly passionate about. Last year, content on LinkedIn grew by 400%. And it’s only gotten hotter.

Hypergrowth is something to be proud of, but…It can also be really distracting with 20+ problems cropping up at once. Hypergrowth, unfortunately, is known for having such a fast pace that you can’t possibly juggle that many balls at once.

You only see your kids for like 15 minutes tops. You’re constantly doing work on your phone over the weekend. Everyone else is landing huge deals, but not you.

So… which comes first, the sales process or the sales technology? It can be hard enough to implement new technology, but it’s harder still when that impacts your sales process — or requires you to rewrite it from the ground up.

It can be one of the most terrifying parts of a sales process… when it’s finally your turn to justify the commercials and show the value. Ideally, you’ll be able to share that the value you’re bringing to the table is 10x the price that the customer is paying. But that isn’t always easy.

A famous English poet once penned the phrase, “No man is an island.” And nowhere is that more true than in the professional world.

In the tech circles I run in, it seems like every leader I’ve spoken with has shared the same problem: Finding great talent to fill their sales teams.

I recently got to talk with Tim Dovedot, Inside Sales Leader at Zscaler, about training recent college grads who are opposed to sales careers. To Tim, anyone who says they really weren’t considering sales is ideal for sales success.

You tell your manager you want a promotion, but you’re forced to wait at least a year. How do you make your metrics so compelling that you get your promotion early anyway?

That one rep who earns 300% of plan? That thing they have that everyone else doesn’t is the drive to improve their game. That, plus short, killer messaging.

As a sales leader, you have a vague idea that using Outlook 2010 isn’t helping you out anymore. But you have no idea how to start modernizing.

The thing that changes a sales rep’s behavior is not more insights. It’s better incentives. If you can change the incentives, you can change the behaviors.