Our goal at Building the Sales Machine (BTM) 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 bring some of these great teams,
To follow up on my previous posts about scripts, I wanted to touch on useful ways to make these scripts easier to apply for your sales team. Obviously you can just hand people a paper with the script typed out, but I think slightly more structure can help. In the situation where your team has
I like to joke that sales teams have their own laws of physics. In the real world, what goes up, must comes down, that’s gravity. On sales teams, most sellers believe that any semblance of process is just busy work getting in the way of making money. The reality is that when it’s done poorly,
Sam Jacobs, the prolific sales leader known for his successes at GLG, Axial, Livestream and most recently The Muse, joined us to discuss the KPIs he uses to ramp and build a sales team. While there are undoubtedly a plethora of metrics to dissect when assessing and building your team – Sam breaks it down
Build on a series of posts about why scripts are useful and what kind of scripts to use, I thought it made sense to further build the case for scripts as a training tool. To understand this post, it’ll help to have read a previous post on how sales people interalize a pitch. As they
Our goal at Building the Sales Machine (BTM) 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 bring some of these great teams,
Whether you’re new to leadership or new to sales leadership in particular, the word accountability is on your mind. You have a vague idea of what it might be, and you know what an organization without accountability looks like. But the real question is this: How do you build an environment of accountability that is
Sales management is one of those things that many people struggle to define, but they know it when they see it. Here at BTM we aim to shed light on this mysterious art, so that sales teams everywhere can benefit from sales management done well. So what do you need to be a good sales
Editors Note: Contributing post by Sam Jacobs, CRO of TheMuse.com, the employer branding platform helping companies recruit top talent. The most common mistake I see startups make is equating “scaling” to “hiring”. They are not the same thing. It’s incredibly common. A company makes it to ~$3M in ARR through the rapid conversion of early
As BTSM evolves, we are always on the lookout for talent to help bring incredible events to the NYC sales community. Today we’re excited to welcome James Rapoport to the team, as he partners with us to help with the website, content and organizing future BTSM events. James recently returned to NYC after 3 years in Zurich, Switzerland,
