Building The Sales Machine

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

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.   Eric from Sales Machine:  Is there a trait that sounds out for you in particular, when you

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

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.   Eric from Sales Machine:  We’ve talked about this before, the sales choreography, how do you set up