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
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 bring some of these great teams, leaders,
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
Editors Note: This is a repost of a guest post I did for CloserIQ here. The only thing more important than hiring great front line managers, is knowing how to hire great sales people. We know that HR should focus on these areas, among others, but no amount of incredible management or training can over-come
So you’ve decided to start a lead gen team to help make better use of your closer’s time? While very simple in theory, the reality is that it’s complicated to coordinate and incentivize 2+ teams in a rapidly changing startup environment. Here are some basic tips to get things started on the right foot: Set
Sales prospecting is hard. That’s why when we came across the 5 ways Kyle Porter (CEO of SalesLoft & one of our sponsors) describes how to become the most sincere and efficient sales prospector – we listened. There are so many tactics and strategies to prospecting better – sometimes its about getting back to the
