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There are few things more exciting or nerve-wracking than starting a new job. You need to leave your old job with grace and learn a completely new organization. A lot of time and energy goes into making it a smooth transition. Once you do find your footing in a new sales role, building up your …
The best reps are always acquiring new sales skills and improving their existing ones. To succeed as a sales professional, it’s essential to establish a program for continued self-learning. Don’t wait for training opportunities to arise at work—you need to pursue your own. There are many ways to acquire new sales skills: books, podcasts, online …
Congratulations—you’re a sales manager! To succeed in your new role, you’ll have to draw on a different set of skills than when you were an individual contributor. As a salesperson, one of your main goals was to crush your sales numbers. Now that you’re in a sales management position, it’s your responsibility to lead your …
After you’ve connected with a prospect and mutually identified that they are a good fit, scheduling a sales demo is the next big step. A demo gives you and your prospect the opportunity to dig deeper into how your solution can help them. It is also a great way for both parties to determine if …
There are different dynamics between selling to SMBs and selling to mid-sized and enterprise companies. Although the skills you’ve gained selling to SMBs will help you make the transition to enterprise sales, there are new skills you must acquire. Enterprise deal cycles are significantly longer, require approval from multiple stakeholders, and are more complex from …
How to Successfully Transition into Enterprise SalesRead More »
Qualifying leads as worthwhile prospects is a key goal of a discovery call. Aside from giving the lead essential information about what your organization does, you must get an understanding of their needs and determine if there is a fit to pursue the conversation further. As you contact your prospects, there are several ways to …
2019 is almost over. To start 2020 off strong, it’s time to start thinking about Q1! Being intentional about your prep work means that you’ll have a head start to the quarter and will be poised for success. You’ll allow yourself to be top of mind for prospects in the new year and be on …
How to Get a Jumpstart on Your Q1 2020 Sales TargetRead More »
As a salesperson, you deal with a lot of bumps along the road each day. Your job entails a lot of direct communication with clients and coworkers. You work hard to close a large deal, only to have your number reset to zero the next month. Something’s always changing with your territory or your quota, …
Building a high performing team takes a lot of planning and research, not to mention choosing the right people for the job in the first place. Putting together a group of people that seems like the right fit won’t mean much if there isn’t accountability involved. Accountability is the final step towards ensuring your team …
Creating a Culture of Accountability for Your Sales TeamRead More »
It’s natural to be nervous before an important interview, especially a sales interview where you know the interviewer will dig into your previous performance and situational planning. As you prepare for your next sales interview, here are a few quick steps to make sure you separate yourself from the pack! Research the company before the …
How To Stand Out In Your Next Sales Role InterviewRead More »