What does it mean to be a “modern” sales leader? Influencers from Rocket Fuel, The Bridge Group, Moo, Steelbrick and LevelEleven gathered on stage at Dreamforce Thursday to share these 12 answers: 1. “I do believe the modern sales leader has to be a marketeer,” – Matt Gorniak, CRO, Steelbrick 2. “There’s a theme going on...Read More
Around 250 Dreamforce attendees packed into an auditorium Tuesday to see a breakout called “Fastest Path to Pipeline: Best Practices for Inside Sales Teams.” Wednesday brought an encore session and a similarly packed house. Following are 6 of the top tips the crowd heard, straight from these inside sales gurus: Megan Oleson, Director, Enterprise Sales...Read More
There are many paths for sales professionals. Some transition from sales development to quota-carrying inside sales, many move from a hybrid sales role to that of a field rep and others gravitate to leading a sales team of their own. I’ve been excited to make this last transition recently here at LevelEleven, becoming our new...Read More
We all have moments that we are most proud of in life, which can range from sinking a big putt to walking away from a prospecting meeting with a signed deal. Typically, if we look back on these moments, they are ones when we just feel like we’re in the groove. For most of...Read More
Sales continues to shift. Quota will always matter greatly, but it steals less focus from modern sales leaders. Contemporary coaching replaces THE NUMBER, or revenue, with the numbers, or key performance indicators (KPIs) that measure the activities leading to revenue. In other words, instead of simply setting quotas and then coaching with questions around what...Read More
Jeffrey Fox’s “How to Become a Rainmaker” is a legendary guide surrounding Fox’s rules for “getting and keeping customers and clients.” For anyone who hasn’t immersed themselves in Fox’s approach to becoming a sales leader, this is a must read. Despite the many changes sales has seen since the book was written in 2000, it’s...Read More
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