Sales Engagement Resources

There’s no doubt that we’re in the age of information. With a little research, anybody can find nearly everything about your product and company. Why, then, do we insist on telling potential buyers all about ourselves in the first five minutes of meeting? It’s possible they already know the majority of what you’re saying.

It’s that age-old question. “How are you tracking your metrics?” No matter which business you’re in, if you’re in the sales world, at some point you’ve had a discussion with someone about metrics.

This week’s guest on the Sales Engagement Podcast, Monica O’Kelly. Monica is the Senior Director of Revenue Operations at TripleLift, a company that helps advertisers with native advertising campaigns.

What do you consider to be worn out sales tactics? Cold calling? How about automated sequences? In the wrong hands, all of these methods can be counterintuitive and damaging to your brand. Yes, even automation.

Everyone loves to give lip service to the customer-centric model. However, when companies start to build a funnel they become very organization-centric. The funnel is more about making it easy for the organization to get as many leads as possible.

In this episode, Mark breaks down what he did in the early stages of Absorb’s hiring process to find great hires. With only a few other tech companies pulling in talent in Calgary, Mark had to get creative in order to find and attract the best talent.

Stephanie Jenkins isn’t just the VP of Sales at Glassdoor, she is also the woman responsible for making sure that Glassdoor’s employees are equipped with the knowledge and tools to sell.

When Jacki is faced with a difficult call roster for the day, she and her coworkers start turning their to-do-list into a game. We’re chatting passionate sales.

Wouldn’t you like to see a 280% increase in productive opportunity? Try using images, not words. We chat with Dogpatch Advisors in our new series: visual prospecting.

Waylon McGill, the Director of Sales at Indeed.com, is in the business of making rockstar-level sales reps. His passion for coaching has allowed him to develop a unique approach to training reps.

Turns out, even the most successful people have faced failure myriads of times. Failure is the one thing you can almost always count on happening before you reach your desired result.

Rachael Rohn, Regional President of Compass in Chicago, tells us her team has all but mastered the art of failing forward. In this episode, we discuss hiring for humility, workplace culture, and more.

There’s the traditional path of going from BDR, to AE, to Sales Manager, to VP. That’s a great path to take. But there’s a lot of other paths available to you, too.

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Both Maggie and Kim have a wealth of knowledge to share on what they’ve learned in the several years they’ve spent working and growing in the tech industry. Let’s get right to it!

Being successful in sales requires hard work. It requires strengthening your weaknesses, pushing through tasks you don’t like doing, and sticking things out. We call that grit.

So how do you keep your BDRs engaged, active, and excited about what you’re doing at your organization? Amidst the onslaught of cold calling, ghosting, and unreturned emails, how do you make sure that your BDRs know that what they’re doing matters?

One of the hardest aspects of growth for many companies, especially startups, is trying to find an authentic method for conducting their outbound sales strategy.

Developing executive presence will look a little different for each of us. But, by focusing on the things you can control — communication, gravitas, and appearance — you can start to set yourself apart from those around you.

What you might not know about recruiters is that they’re really just expert salespeople. And there’s a lot of great lessons that we can learn from them.

Kevin is the VP of Inside Sales at PatientPop. One of his biggest passions there is coaching salespeople beyond their fears. But, he’s coaching them in a way the industry has yet to see.