Offer calls are the tip of the iceberg of recruiting. This 15 minute call represents perhaps a hundred hours of labor. Despite being so small, it still has the chance to make an impact because — like that iceberg — it’s the last impression before the impact. Therefore, I do everything I can to push someone over the line during the call. Over the course of ~100 offer calls, I’ve found a few things that help sway a candidate in my direction.Continue reading
Sales has evolved. With the rise of software as a service (SaaS), sales has become a quantitative field where every step of the funnel can be measured, tested, and improved. It’s no longer about pounding on doors or working your alumni network, it’s about finding real pain in the marketplace and solving it. In order to keep up with the times, sales needs to adopt technology, specialize in their individual roles and play as a team.
Taking data and ideas from CEB, McKinsey, Jeffrey Gitomer, HBR, Salesforce State of Sales 2015, and LinkedIn State of Sales 2016, we put together this infographic to outline how sales has changed, and what your team can do to keep up with the times.Continue reading
If a prospect smells BS coming from a rep during a demo or sales presentation, the deal’s already dead. Every buyer has an internal BS radar. The bigger the ACV, the more fine-tuned their radar. The second it’s triggered, the chances of closing the sale are obliterated.
If your team is puffing out their chests and selling in a way that isn’t true to themselves, prospects are going to spot their routine and shut down. To connect with buyers, salespeople need to develop their own unique selling style that’s true to themselves. We’ve all listened to a new account executive struggle through a sales presentation. It’s awkward for everyone involved. On the flip side, when you hear someone speak authentically, with conviction and authority, you want to trust them immediately. They may be pitching you, but it doesn’t feel like you are being sold.Continue reading
In sales, timing is everything. If you stay vigilant and watch for the right signs, you can hit up a buyer at the perfect time and move your deal forward. These signs that modern reps are always monitoring for are sales triggers. They are key events that indicate a prospect is more likely to be in the buying mindset.
There are two things a sales trigger can signal:
- a change in company priorities.
- an increase in budget.
Selling into large organizations is a slow process. Even with an amazing product that the customer adamantly wants to buy, even when the lead was inbound – it still takes months of negotiation and legal back and forth. Once everything is signed – actually chasing down payments can become a legitimate hassle. There are six million ways a deal can die, and a decision maker only has to choose one.Continue reading
Anybody who’s really sold has lost a deal. It happens. It always hurts. But a few unfortunate souls have had the honor of blowing deals that fundamentally change their company’s future. This is exactly what happened to Nike when Steph Curry walked away from an endorsement deal worth billions.
It didn’t have to happen. A seller made a few careless mistakes — that could happen to anybody — and the result was a multibillion dollar catastrophe. Here’s how it went down, and what anybody who closes deals can learn from it.Continue reading
We found a great thread on HackerNews asking entrepreneurs how they closed their first enterprise sale . There was so much good advice on selling into complex organizations that we packed it up into a summary of the most important points to keep in mind when you start moving upmarket.Continue reading
If you know me, you know I have the ADD. It’s something I’ve dealt with naturally since leaving college. The common medications doctors prescribe for ADD, while effective, turn me into kind of an ass with sweaty pits. Coffee, while tasty, does not actually help with focus. I’m not perfect by any means, but I’ve discovered little tricks along the way. The Pomodoro Technique is one of them. It requires planning your day, keeping focus, and setting limits/rules. I use an app on my phone to keep me on track and it works fairly well (when I’m disciplined).
I use this system because the modern office space is distracting and I am easily distracted (dramatic reenactment). We are constantly bombarded with interruptions that threaten to pull us away from the task at hand – Google alerts, LinkedIn notifications, questions from peers and managers, phone calls, Facebook notifications, email, Slack, fantasy football updates – they all pose a threat to efficient, focused work. Our brains are spinning into burnout trying to accommodate six different things at once. Only 2% of the population can effectively multitask, and focus is key(?) to the survival of a sales rep, so I had to find a system.Continue reading
Have you ever seen that “I Love Lucy” episode where they’re wrapping chocolates on a conveyer belt? Lucy and Ethel can’t let a chocolate go by unwrapped. The conveyor belt starts off slowly, but soon it speeds up and the pair are piling chocolates into their aprons, shoving every third one into their mouth and dropping them on the floor. Thrilled that they are “dealing with all the chocolates” at such a fast pace, their manager yells over to the other department to speed it up.
?What a disaster!?
Instead of working together to figure out the best way to wrap and deliver chocolate, it’s everyone for themselves in this scenario. There’s no love – all the chocolates are treated the same. There’s no communication, Lucy and Ethel aren’t talking through their issues, and Lucy’s throwing chocolates away for a vanity end goal… a clean conveyor belt. In this particular chocolate factory – nobody wins.Continue reading
Despite its importance, the traditional sales interview format does a terrible job of telling us who will be a good fit. There’s high stakes for the candidate and a short window to execute. This presents a problem of impressions: how can you tell if a candidate is authentic or putting on a show?Continue reading