For our Oct 1st Building the Sales Machine (BTSM) event, we have Mark Roberge from Hubspot coming to NYC to speak to us about his experiences building a sales machine. If you haven’t read the book, we’d highly recommend it. Preparing with Mark for the event, we decided to go deep on lots of great
The are the four books that I’ve found most accurately reflect the reality of sales teams today. Each offers concrete advice that could be applied to any team to help make improvements. Sales Acceleration Formula Read it now. You should be doing everything in this book. Roberge breaks down Hubspot’s sales success into for major
Sales activity seems to be the single metric most high(er) volume sales organizations focus on. Despite all the attention, I think its one of the concepts thats most misunderstood. The biggest misconception around activity metrics is that the numbers in and of themselves mean anything. Without context around the numbers, they won’t be a very
In the inaugurial post of our BTSM leadership interview series, we sat down with Five Stars Head of Sales Matt Curl. What’s one thing you’re doing that you think sales leaders today aren’t doing enough of? Why? MC: I don’t think sales leaders spend enough time coaching to what the data is telling them. The
I often say that there are no shirctuts in sales. Optimizing your sales team takes hard work and consistency, and it usually takes a couple of months before you see any change. That being said, one of those rare short term techniques that often goes overlooked is giving your team fresh Reasons to call ,
ICYMI, our goal at Building the Sales Machine is to enable sales leaders in the tech community to help and learn from each other. We’re all in this boat together trying to help revolutionary companies disrupt the norm to make people’s lives easier, better, more fulfilling. We’ll aim to help bring some of these great
In recent years, a lot of the hot topics in sales have focused on getting leverage out of your sales team through technology. It all sounds really sexy, who wouldn’t want to get 2x or 3x out of the most expensive asset in a company (its sales people)? The issue is that most of these
I figured that would get your attention… Anyone who’s been in sales long enough has heard that phrase, and many of us truly believe it. Sales is a numbers game implies that it’s all about the volume. The reality is that numbers are only a part of the equation, part of the time. Some of
When I started building the local sales machine at Foursquare, I looked at a market map of almost every single dialing software out there. Things that stood alone, widgets in CRMs, physical VOIP phones from companies like Fusion Connect, mobile apps, and everything in between. It was an arduous process that I wouldn’t wish on
After years of working in high volume short sales cycle sales, I’ve learned that motivation is a huge piece of the equation. These types of sales jobs are already difficult, but they tend to require handling a TON of rejection, and you won’t be able to handle that rejection unless you have a real reason
