Picture this: You walk into a company office (or annual sales kickoff or weekly sales meeting). You take a look around the room and think: “There are definitely some people who would rather be watching a fresh coat of paint dry.” Sound familiar? There can be many reasons why employees are disengaged or exhibiting low...Read More
Zig Ziglar was a man ahead of his time. Although he passed away in 2012, many of his greatest pieces of advice not only still hold true for salespeople, but still leave a lot for modern sales leaders to learn. Here are some of Zig’s best quotes, and what sales leaders can take away from...Read More
Many sales development reps (SDRs) hope to one day become account executives. And that makes sense. At many organizations, becoming an AE means advancing your career. But this is especially important for you, as the sales leader, because you are the one who needs to select, train and coach those SDRs to become skilled account...Read More
Your sales kickoff is a big deal. Now that 2015 is over, it’s time to move on to bigger and better things. We’re totally on board. Out with the old, in with the new! But we also know that sales kickoff can be a confusing mixture of excitement and anxiety. We’ve been there. All the...Read More
[Unable to listen to the whole podcast right now? Check out the Modern Sales Soundcloud page to listen to it any time you want.] Sales leader burnout is an epidemic. As Guy Kawasaki says, “Sales fixes everything. “ That means both the roles of sales rep and sales manager/VP of sales/chief revenue officer are essential...Read More
The longer your modern sales process, the more likely it is that the customer will jump ship to one of your competitors. In SaaS, customer acquisition happens over a number of steps — a customer becomes aware of your solution, tries it, expresses interest, negotiates with your sales team, buys it and then begins using the...Read More
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