At a conference like Dreamforce, it’s an obvious question: How do I maximize my modern sales investments? Hundreds of new softwares and services wait for your potential investment, but how can you maximize what you already have?
Several sales leaders gathered today in a Dreamforce breakout session to find out. Here’s who they heard from:
- Bob Marsh, CEO, LevelEleven, @bobmarsh5 (moderator)
- Elton Hart, Senior Field Sales Director, Comcast, @comcastbusiness (panelist)
- Amy Appleyard, VP of Inside Sales, LogMeIn, @amyappleyard1 (panelist)
- Mitch Henderson, co-CEO, BNPmedia, @mitchclear (panelist)
And Here’s What They Learned About Maximizing Modern Sales Investments:
1. “Sales is really this cascading chain of activities that drive an end result.” – Bob Marsh, CEO, LevelEleven, @bobmarsh5
2. “To be effective … you need to focus on the fundamentals, which is the sales activity.” – Mitch Henderson, co-CEO, BNPmedia, @mitchclear
3. “I would always caution folks around making investments in sales technology if you don’t have the fundamentals in place.” – Bob Marsh, CEO, LevelEleven, @bobmarsh5
4. “We came up with a 2-minute rule before a ‘connection’ counted.” – Amy Appleyard, VP of Inside Sales, LogMeIn, @amyappleyard1 [on her success as a sales leader at Staples]
5. “Where we saw a lot of growth immediately was when we focused our coaching on our frontline [sales] leaders.” – Elton Hart, Senior Field Sales Director, Comcast, @comcastbusiness
6. “A relentless focus on the right kind of sales metrics can maximize ROI for any sales organization.” – Bob Marsh, CEO, LevelEleven, @bobmarsh5
7. “We weren’t always focusing on the things that we could immediately close, we were making sure we were filling at the top.” – Amy Appleyard, VP of Inside Sales, LogMeIn, @amyappleyard1 [on her success as a sales leader at Staples]
8. “Technology does two things: gives you a competitive advantage and automates mundane tasks … I think where we’ve found success in technology [is] now we’ve brought in focus groups from each of our divisions … we bring in frontline leaders to test technology out.” – Elton Hart, Senior Field Sales Director, Comcast, @comcastbusiness
9. “When you see someone who isn’t hitting their number, it’s because they haven’t had live contact.” – Amy Appleyard, VP of Inside Sales, LogMeIn, @amyappleyard1 [on her success as a sales leader at Staples]
10. “No matter how you’re communicating if you’re not bringing value, as a prospect you’re wasting my time.” – Elton Hart, Senior Field Sales Director, Comcast, @comcastbusiness
Stay tuned for more Dreamforce content.
