Sales Hacker

DECEMBER 5, 2022

Be sure to identify the technology your sales team uses at each step in the process — and where they are struggling and/or circumventing best practices to move deals forward. If you do it correctly, you’ll reap many rewards, intrinsic and extrinsic. This is why I created Xebra Consulting. Understand the tech stack.

Extrinsic 102

Extrinsic Intrinsic CRM Meeting 102

Salesmate

JUNE 4, 2021

The times have changed, and so has technology. And with this change in technology, advancements in sales methodologies have also taken place. However, sometimes, extrinsic motivation can be provided to the person for him to complete a task. Sales isn’t the same as it used to be.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

SalesLoft

OCTOBER 9, 2018

For almost a decade, I had the good fortune of working for former McKinsey consultants. Were I focused on the inputs, I would have fleshed out the issue tree to include facets of intrinsic and extrinsic motivation. They taught me two simple, yet valuable, data-driven frameworks. The First Framework: Issue Tree.

Extrinsic 52

Extrinsic Intrinsic A/B testing Contact 52

SalesLoft

JUNE 20, 2019

Then, of course, the first technology thing that I sold was at TalentBin, my recruiting software company. In a modern sales environment, a salesperson is really a business consultant. They’re a consultant that just happens to have a predilection for a particular type of solution. Moreover, do they believe in it?

Territory 63

Territory Sales Construction Up-sell 63