Sales Engagement Resources

Daniel Gray, CCO at Deluxe Entertainment has a really impressive background and
a wealth of sales and leadership knowledge. He’s at the top of the game, but he isn’t here to tell that story. That you can Google.

With a strong CDN in place, Sales Ops can identify and prioritize who the valuable prospects are, and then push those leads down to Sales Reps.

Traditional sales training is dead forever.And good riddance, honestly. Welcome to virtual sales training, which is not just relevant for current events but also cognitively effective.

If you had to come up with a theme for the way you lead your team, what would it be? Today’s guest would say that his theme is the importance of human connection.

Email Sequence is a key ingredient in a sales campaign, but it’s not enough on it’s own. It’s like having a taco without a shell, or spaghetti and meatballs without any sauce. Good, but not great.

My guest on today’s episode is Neil Barlow, Senior Director of Global Sales, New & Exp, at Diligent. We talk about sports insights for coaching SDRs, as well as MEDDIC, Neil’s favorite sales methodology.

A pause can be a time for reflection about your true motivation. It’s also often followed by positive changes. Let’s call this time “the Great Pause” rather than a new normal while we explore some existential questions about work and life.

Once upon a time on the savannah, humans reacted to every shadow — in case it was a saber-toothed tiger. Well, there are hardly any saber toothed tigers on our Zoom calls, but we’re still operating on that archaic fight-or-flight response.

Your clients are basically in 1 of 3 situations right now: devastated, paused, or thriving. Over half are paused… but they don’t have to be.

Wouldn’t it be great if your prospects asked you what the next steps were? That’s not only within the realm of possibility, it’s what happens when you stop needing to be liked.

In this episode, I interview Sean Lane, Director of Sales Operations at Drift, about how he has optimized the top-of-funnel role of sales ops.

You used to be able to plan your week on, say, Sunday night. Now you have your calendar open constantly for next month.

There’s a crucial difference between management and leadership: Management focuses on the numbers, while leadership focuses on the people.

Your first goal should be no surprises. After that, you’ll learn to pivot from grit to scale. And along the way, you need to lead for the next generation.

Job seeking during a hiring freeze in a pandemic has to rank pretty high on our “worst nightmare” scale.

In Canada, the workforce is about 18% gig workers. In the States, it’s probably closer to 35%. In this world, outsourcing your talent doesn’t have to mean overseas. The time is ripe for a blended workforce full of local talent.

Unless you’ve been on a deserted island for the past few months (which actually sounds really nice) you’ve noticed that the country is experiencing ongoing racial tensions.

82% of us seek out the negative reviews first. In other words, we mostly ignore the 5-stars and scroll down until we see some 2-star reviews.

It sounds counterintuitive to sell based on what’s not great about your product. In a downmarket, though, it’s essential.

Whatever your title, you have a very specific role at your organization. Your job is to lead the sales team. To set direction, vision, strategy, and purpose.

Would you agree that the shortest route to a promotion is to always be asking questions? Positioning yourself as a student will earn you expertise and launch you into leadership in no time at all.