I previously wrote bout the motivation triangle, and briefly touched on the role that tasting success plays in motivation. Given it’s importance, I felt it deserved a little more attention in order to expand on the topic. Why is Success so important? Success taps into something even more powerful than just the rush that comes from
Our goal at Building the Sales Machine is to enable sales leaders in the tech community to 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’ve been bringing some of these leaders and strategies to life through
These days sales people are taking advantage of technology in ways that never could have been imagined years ago. The “sales stack” is becoming as important as your training process or sellers themselves. With so many new, innovative tools out there it’s hard to know what’s essential and what’s just a “nice-to-have”. We’ve taken some
Few sales organizations provide proper sales training, even fewer focus on sales coaching. Sales training is useless without the re-enforcement of managers on the front line coaching to those same skills, and ensuring that those skills transfer to the field. Mark Roberge, in his book the Sales Acceleration Formula, made the following observation about sales
Depending on who you talk to, sales enablement means different things to different people and takes on different forms at different companies. It’s a field that suffers from being poorly defined. I’ve struggled to define it myself, and I’ve worked in sales enablement in some form or another for most of my career. When I’ve
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
We are always interested in speaking to interesting folks building the sales machines within their organizations. For this reason we are sharing some quick fire Q&A sessions with smart folks. Up next is Dan Murphy, VP of Business Development from Import.io shares his thoughts below on sales, revenue, and building the right team. With his experience in
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
