Most important thing to learn for new sales managers? The biggest mistake that we see inexperienced sales managers making is focusing too much on the “end result”, for most salespeople revenue. Pushing your team, or a sales rep to “close more deals” isn’t actionable advice however, I see it happen every day of
In my previous post on the 3 most important pieces for building a sales machine we talked about aligning hiring, new hire training, and the sales managers first 90 days with the sales person. Getting alignment between each of the teams / processes is critical, but we didn’t have enough time to get into the
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,
I’ve posted several times in a row on sales scripts, so it only makes sense to do an over-view. My claim is that sales scripts, when done correctly, can be an valuable tool. Modern flexible scripts require much more creativity and allow for more individuality than the “canned’ call center scripts of the past. This
Nothing is more exciting than starting from scratch, and as I kick off a new sales team for the 10th + time, I decided to really research what all the other leaders out there where doing. In particular i wanted to see how everyone else was thinking about culture, and I came across this quote:
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,
In my recent post about whether or not to use sales scripts I make the case for using scripts in a more creative way. Sales scripts can change, and there can be different versions of a script for different skill levels or different phases of a sale. Below I’ll cover some of the more common
If you’re in the business of cold calling at volume, then the question of whether or not to use scripts has come up. Scripts are one of those contentious topics for sales leaders that tends to polarize the room. To Script or Not to Script? Why are people so divided? Let’s look at the case
Building the Sales Machine (BTM) Event Video 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 do you deal with salespeople that are underperfoming? How long do you let that go
About the Author – London Nagai started off in the Army as an Infantry Officer and saw his first job in the start up world with Foursquare. He then took on roles at 42Floors, Appboy (NYC+SF), but now back where he belongs in NYC with TheSquareFoot as the SDR Manager. Check out London on LinkedIn
