How to Scale a Sales Team In The 21st Century – Part 1

We all wanna get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look at TechCrunch, Mashable, and every other tech publication, and it’s clear. Growth is the goal. But there ain’t no growth without a highly functioning sales team. This series is gonna break down how to

Note To SDR’s (Sales Development Reps) Your Job Is Arguably The Most Important Job In Sales

  I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous.  Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by

The NEW Sales Leader – It’s about empowerment and enablement.

The days of telling sales people how to sell and how to do their jobs are over. https://youtu.be/Cx1F3wmbPUA Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling.  If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how

Make Your Prospects Say No!

It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back?  2 times, 3 times, 5 times, 8 times . . .10 times?    Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and

What vs. How

“WHAT” is the end goal; it’s directional!  “HOW” is the journey…” The difference between good and great sales leaders is in their ability to get things done. They not only know “what” to do but also “how” they are going to do it. How is where the win is. Check out this video and see what the truly best sales leaders do to win. Do you know the difference between WHAT and HOW? You should, because

No one Cares about YOU or Your company!

No one Cares about YOU or Your company!  Rule number one in sales, no one cares about you or your company: No one cares how long your company has been in business or who your customers are. No one cares where you’re headquartered or how many offices there are. No one cares how long you’ve been on the INC 500 or how much your company has grown in the past 5 years.  No one gives

This Is The Only Thing Sales Leaders Need To Coach

When I teach skiing, one of the most difficult expectations I have to set with my clients is, Rome wasn’t built in a day. There is only so much they can learn in a day or a week. In spite of my efforts to set their expectations, they almost always want  massive gains. They want to ski moguls like a pro. They want to control their speed on blacks. They want to ski powder. They want

Why High Performance Sales Teams Are a Myth

This past week I had the absolute pleasure of hangin’ with two true sales badasses, Mike Wienberg author of New Sales Simplified and Kelly Riggs author of Quit Whining and Start Selling. These guys know selling and how to build world class sales organizations. So it was a blast spending 45 minutes freestylin’ on why sales teams aren’t performing and what it takes to get them there. Anyone in sales knows how hard it is to