rogue content image
Posted on October 25, 2016 by John-Henry Scherck

Talking Rogue Content with Robin Pam, Senior Product Marketing Manager at Optimizely

Recently, our CEO, Russ Heddleston, sat down with Robin Pam, Senior Product Marketing Manager at Optimizely, to talk about content creation for sales teams and what to do about “rogue content,” content that’s created by individual contributors on the sales team that hasn’t been approved by marketing. Key topics discussed include:

  1. Why rogue content is both a blessing and a curse
  2. Why rogue content is a symptom of a bigger problem
  3. Why the best sales reps alter content from marketing before sending it to a buyer and how to best enable them to do so

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Stack of Case Studies for Product Marketing Post
Posted on September 13, 2016 by John-Henry Scherck

A Sales Enablement Sit Down with Diana Smith, Director of Product Marketing at Segment

Recently, our CEO, Russ Heddleston, sat down with Diana Smith, Director of Product Marketing at Segment, to talk best practices and tips for companies looking to improve product marketing and sales enablement with content. We discussed:

  1. The first pieces of collateral you should create for your sales team. 
  2. How to segment content so it speaks to different stakeholders.
  3. How to involve your sales team in the collateral creation process.

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extending a hand in a gesture of offering
Posted on August 16, 2016 by John-Henry Scherck

Here’s How to Strategically Conduct your Job Offer Calls to Win Over Candidates

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

Over 50 women telephone switchboard operators and their supervisors. During this period (circa 1914), only young women (not men) were hired for this type of work at a Salt Lake City, Utah company. This photo was scanned from an 8x10 glass negative contact print.
Posted on August 8, 2016 by John-Henry Scherck

This Isn’t Your Grandpa’s Sales Team: How the Sales Floor Has Evolved [Infographic]

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

open mic for sales presentations
Posted on July 26, 2016 by John-Henry Scherck

Authentic Sales Presentations: How Your Team Can Win More By Being Themselves

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

handshake of metal for sales triggers post
Posted on July 5, 2016 by John-Henry Scherck

How To Use & Personalize Sales Triggers to Start Meaningful Conversations

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:

  1. a change in company priorities.
  2. an increase in budget.

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lot of dead meat in the butcher shop
Posted on June 14, 2016 by John-Henry Scherck

Stories from the CRM: Four Deadly Assumptions That Can Kill Any Big Sale

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

warriors logo
Posted on June 1, 2016 by Russ Heddleston

What Every Seller Should Learn from Nike’s $14bn Steph Curry Mistake

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

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