Sales Engagement Resources

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.

If you took a new job and on day 1, your boss told you, “The next year is going to be the hardest and most challenging year of your life.” Would you stay?

It’s funny how you try to explain what it means to be “in the tech field” to family and friends at holidays and such. But actually, when they don’t get it and keep not getting it, that indicates a real problem with accessibility and education about tech jobs.

If you asked 10 people, you’d get a 50-50 split. Sales development reps should be sales. No, they should be marketing. Or — and here’s a crazy thought — they could be their own department.

What’s the one major thing your prospecting is missing? Empathy. Bet you didn’t think that was the answer. I recently got to interview Jason Bay, Co-Founder of Blissful Prospecting, about the art and science of prospecting.

Once you have about 20% market penetration, year-over-year growth starts to taper off. That’s why you should expand into new markets before you reach those points. For a lot of companies, the honeypot starts to run dry and they have to look into new areas.

Being on the ground floor of a startup as an SDR can be very exciting. It can also be a little overwhelming searching for the right startup to dedicate your time to. What if their processes are different? What if you have to learn a new technology?

Marketplace noise is accelerating, products are multiplying, and attention span is weaning. All the while, sales reps are often lasting less and less time in their roles. What’s a sales leader to do?

Social media never had a slow acceptance into culture. It came like a tidal wave, washed over every aspect of our lives, upset the norm, and left us all without rules to float and meander on a sea of undefined expectations, particularly for personal branding in our careers.

“Thoughts limit us, and our thoughts enable us.” If I read that on a Hallmark card, I might keep moving. But when a clinical psychologist with 20 years of experience in organizational behavior tells me that, as a sales leader, I listen.

Chris saw a flyer this flyer on his car:“Make $1K on Christmas break.”

On this week’s edition of Women in Revenue Wednesday, we sat down with Heather Combs, chief revenue officer at Three Pillar Global. There, Heather oversees marketing, business development and operations.

When it comes to our SDR teams, we all struggle with gender diversity.Obviously, there are a lot of organizations trying to combat that, but today, most sales teams are still predominantly male. That’s not the case for Pareto Law. Globally, their sales team is 61% female.