2019
I am talking to every sales rep, SDR, BDR, Sales Manager, Head of Sales. Spoiler alert: YOU’RE GOING TO LOSE DEALS! Yes, you are no matter how good you are. How good your company is. How great your product is. Therefore, you can take these losses two ways. 1). Cry and play the blame game. […]
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Know Your Customer or KYC is a term used in the financial services industry and is regulated by FINRA. It is meant to protect the investor and ensure their advisor knows their situation inside and out and make the appropriate recommendations. While all sales reps are not regulated, we should be taking the KYC, discovery […]
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Can you tell me what your pricing is? A question that is bound to come up at some point. Sometimes, not until the very end of your presentation, and other times right after you exchange hello’s. Sales people, switch roles for a second. You are the buyer and you have to work with a sales […]
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Normally creating buyer personas is the responsibility of the marketing team. I would suggest if you inherit buyer personas and you are not in agreement with them or think new personas should be created, set a meeting with head of marketing and have a nice discussion. Nice, being the key word. If you do not […]
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All I hear and read is the new way to sell. You need to engage this way, and the buyer is doing more research than ever before you even speak to them. You must engage with them socially first, but don’t try and sell them. Use data and spreadsheets to sell. Blah…Blah…Blah. Can we be […]
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Most companies have a Mission Statement and leverage it as much as possible – on their website, with employees, customers and investors. I think this is important, and can align the company. However, I think each group within the company can have a mission statement as well. And let me be clear, it must jive […]
Read MoreTotal Addressable Market – TAM
HashFlag / Pipeline Management / SALES / sales cycle / Sales Process / TAM
2019
TAM is so important for understanding the potential and opportunity for a given business. Management needs it. Board expects it. Investors demand it. This is a metric that should be a living breathing number and tracked and entered into board decks and discussed at length. HOWEVER, your TAM is NOT a bunch of Opportunities that […]
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The dreaded weekly pipeline call. Sales people are notorious at having a bloated pipeline filled with Opps that will never close. Why? Because most sales reps think when it comes to pipeline, size matters…which it does. A rep typically needs 3X their quota in actual pipeline to hit their numbers. However, a bloated pipeline, filled […]
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So many companies get to the point to hire sales people and build a professional sales team. GREAT! But, it’s not all about human capital. You need to have an infrastructure in place in order for these new sales professionals to hit the ground walking and be successful. A sales team is just one part […]
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When I manage opportunities, I bring the prospect into my pipeline management. What do I mean? I don’t disguise what I am doing and I am transparent about entering them into my funnel. I’ve also had success in asking, what should I put as the close date on the opportunity? And talk through that so […]
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