Whether you’re a sports fan or not, you’ve likely heard the names of Michael Jordan, Derek Jeter, Steve Yzerman & Peyton Manning. Aside from lifelong financial stability, what do these four have in common? They are consistently top performers and winners in their respective fields. Now – do any of these names sound familiar? John...Read More
Time kills deals. That’s why it’s imperative for your sales team to focus their time on the activities that matter to closing deals. But every organization is different, and that means the set of activities that lead to sales will be unique to each team. What’s a sales leader to do? No worries, we’ve got...Read More
Everyone is searching for one thing: That one key that will tip the scales in your favor. The trick that will give you a leg up over your competition. The secret of success. As sales leaders, we want to know: What is that “one thing” that will increase sales wins? The short answer … is...Read More
This piece is part of our series on sales development, by sales development reps. SUBJECT: Chips, Broncos and … Beer? Step 1: Acceptance The biggest obstacle as an inside sales development rep is being accepted, plain and simple. And no, I’m not referring to being accepted for who you are as a person. This isn’t...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
[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
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