New sales managers often fall for the common misconception that being a manager or a leader is about having the answers. They take a fairly reductionist perspective that being a manager is about telling people what to do. The reality is that most people, sales people in particular, don’t like to be told what
Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion. BTM: How should the SDR and Account Management function interact? Kyle Porter: This is one of those things
As per the announcement Thursday at the Building the Sales Machine Event with Kiva Kolstein, we’re giving away two (two-day conference) tickets to the Sales Hacker / Salesforce Sales Machine Summit ( an $626.92 value each), thank to our good friends at SalesHacker! All you need to do to enter is to send an email
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,
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,
Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion. BTM: What are core values and why are they important to you? Kyle Porter: Think about what you value,
Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion. BTM: What is the makeup of a modern sales organization? Kyle Porter: I like using this term. You
What is it that inexperienced managers struggle to understand about sales coaching and development? That one size does not fit all. You have to coach to each individuals strengths. One tip that has worked well for me in the past is utilizing StrengthFinders and diving into each reps top 5 strength that allows for more
I recently got to spend some more time building onboarding training and thinking about scripts, what caught my attention was the process by which sales people internalize new material. There’s a pattern, and understanding how this works could change how you think about training and support tools. Day 1 It may be hard to
Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion. BTM: What skills did you need to develop to grow from a sales person into a successful CEO?
