Cerebral Selling

OCTOBER 30, 2022

I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above. However, despite my secrecy, there were people I opened up to immediately about my experience. For a time, my future had been stolen. 100% of buyers are humans.

Quota 217

Quota Intrinsic Sales Negotiate 217

Sales Hacker

APRIL 11, 2019

People are motivated in one of three ways: Intrinsically. With this approach, you won’t need to develop creative ways to get them to want to sell more. Intrinsically Motivated Salespeople. Intrinsic motivation stems from feeling accomplished through personal reward rather than rewarded through external means, like money.

Extrinsic 87

Extrinsic Drivers/motivators Intrinsic Commission 87

Sales Hacker

OCTOBER 26, 2021

If you missed episode #183, check it out here : Dear Sales Team, Set Your Own Quotas, with Tom Glason. I decided to move up to Denver, and focus on a sales career. I took the leap over into the channel side, where you’re selling through first and second tier distribution and learning how to sell through relationships.

Process 98

Process Drivers/motivators Intrinsic Territory 98

A Sales Guy

FEBRUARY 6, 2017

The motivation or the reason an organization is looking to buy is the greatest and most important piece of information in the sales process, yet few sales people know it, document and even worse sell to it. None of the common answers I get offer the insight required to understand the intrinsic motivation of their buyer.

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. If you’re scaling a big org, to take the time to teach somebody how to be curious to be successful in selling is not a great use of a manager’s time. Selling a New Category . I think with category creation and the sales process, essentially you’re selling twice.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

SaaStr

AUGUST 27, 2019

Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. So next up an early sales team. The reason we did that was because we were finding that our reps were chronically under achieving their quota.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Aim to create an environment where everyone can thrive, not just hit their sales quota. Learn more: “Diversity Sells”. Sign up now. Read on: Dear Wiz: Help!

Growth 98

Growth Quota Intrinsic Cross-sell 98