Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Why prospecting sits apart from sales [6:59].

Commission 92

Commission Quota Assembly Line Sales 92

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. As a result, sellers are playing a losing game of catch up. Win rates are plummeting.

Assembly Line 94

Assembly Line Customers Tradeshows Manufacturing 94

Partners in Excellence

OCTOBER 13, 2021

Or, if we aren’t meeting our goals, targets, quotas. Prospecting results are fixed, so the only we we get more prospects is to up the volume and frequency with which we prospect. They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth.

Assembly Line 89

Assembly Line Quota Prospecting Start-ups 89

Gong.io

SEPTEMBER 29, 2022

If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. And at the end of the day, you’re selling to a person.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Sales Hacker

MARCH 17, 2021

The reason they were such a good salesperson in the past is because they had the automation, infrastructure, and internal alignment in place to sell at a high rate. These are the people that helped them build something from the ground up, and they often let that emotional attachment get in the way of success. The problem?

Growth 96

Growth Assembly Line Cross-sell Engineering 96

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. The Assembly Line.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

FEBRUARY 15, 2021

We take them through the same standard “handling” as we engage them and move them through our selling process (forget they have their own buying processes and they struggle with it.). We can fire up the same standard reports and send them to the people, saying they should improve. Selling is a human process.

Assembly Line 69

Assembly Line Quota Pitch Meeting 69