Categories
Blog Sales Leadership

Storyboard Sales Play #2: Stack Ranking You vs. the Competition & Best-in-Class

Storyboard_Sales_Play_2_Stack_Ranking_You_vs_the_Competition_&_ Best_in_Class

For our second sales play (see Storyboard Sales Play #1 – “Sphere of Influence”) to see the first play, I recommend you engage the prospective customer by showcasing Stack Rankings. We find, and our customers find, that this data-centric approach is a great wake-up call. As a prime example, Gartner’s Magic Quadrant rankings are an excellent example of this sales play. You’re delivering data to a customer to help them understand their market position against their direct competition, and/or best-in-class.

Establish a daily routine on social platforms to find, educate and  authentically engage decision makers.

Categories
Blog Sales Leadership

Storyboard Sales Play #1: Sphere of Influence

Storyboard_Sales_Play_1_Sphere_of_Influence

One of the most common questions and concerns we get from sales professionals is “what do I say and share with a prospective customer to really get their attention?” These sellers are stuck in the “Account Planning & Storyboarding” stage of their sales process, right between Account Selection and Account Engagement.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

Categories
Blog Sales Leadership

Sales Leaders: Coach against the “Single-Threaded KISS of DEATH”

Sales_Leaders_Coach_against_the_Single_Threaded_KISS_of_DEATH

I was just at a customer’s office conducting Digital Sales Leadership training, and I heard yet another war story about job changes gone wrong. The only difference was that this deal accounted for 1.5% of total annual revenue—or one sales professional’s entire FY quota. POOF, GONE, overnight.

Establish a daily routine on social platforms to find, educate and  authentically engage decision makers.

Categories
Blog Sales Leadership

5 Top Strategies I Learned about Sales while Working with Some of the Largest Tech Companies in the World

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult to differentiate their products and services. The result is exactly what you would expect in this environment—a large number of sales reps missing quota each year.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

Categories
Blog Sales Leadership

Jamie Shanks – The First Steps I Took to Develop a Personal Digital Brand

You’re a seller, a sales leader, an entrepreneur—and you feel you’re missing the mark on creating a personal brand. You’re not alone. Six years into my committed journey into digital selling best practices and I still have moments of Instagram, LinkedIn, and YouTube envy. But then I step out of myself and really review what matters: “Are you engaging the right type of customer in a way they want to learn from you?” What doesn’t matter at all is volumes of likes, comments, shares, retweets, and all the fluffy stuff that doesn’t help your customer.

{{cta(‘cb4c8aa9-77d6-48a5-aa1f-22a9b098f4af’)}}

Categories
Blog Sales Leadership

Sales for Life CEO Jamie Shanks Will Be Speaking at the Sales Leadership Conference April 18, 2018

Sales_for_Life_CEO_Jamie_Shanks_Will_Be_Speaking_at_the_Sales_Leadership_Conference-1

The introduction of complex data and artificial intelligence (AI) into business is transforming the way savvy sales leaders manage every aspect of their organizations.

Categories
Blog Sales Leadership

3 Tactical Steps for Advocate Job Change Alerts Turning into New Logo Leads

There are three pillars of digital activities that great social sellers use:

Categories
Blog Sales Leadership

3 Tactical Steps to Engage Your Advocates to Deliver Referrals

There are three pillars of digital activities that great social sellers use:

Categories
Blog Sales Leadership

Architecting Your Ideal Sales Team

With the rise in popularity of sales enablement, we can see that sales leaders are beginning to focus on evaluating their teams’ capabilities to meet the current year’s quota demands, as well as the increased demands that will follow in the next several years.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

Categories
Blog Sales Leadership

5 Tips for Global Sales Leaders Driving Change Management

I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Within these centers, there are thousands of inside sellers with sales functions such as demand response (commonly known as SDR/BDR), account executives, customer success, and solutions consultants/sales engineers. The scope of the project was immense, and we gave ourselves a very short runway to scale a digital selling foundations certification to all these sellers. We took our experiences from deploying similar engagements at Oracle, CA Technologies, SAS Institute, and Thomson Reuters, and found ways to polish the experience.

{{cta(’29af5d15-ceb0-4e8c-9caf-09b9e18c7d95′)}}