Moving On Up

Sales is a foundational step in many career paths, leading to opportunities for advancement and leadership roles.

You've got two straightforward but impactful rules for career progression:

1. Consistently exceeding sales targets
2. Secure a higher up mentor or sponsor.

For those of you considering a transition into leadership (after achieving success in those two rules for career progression), check out Walter Brown's words of advice below!

Use the link below for a Sales Community FREE year membership:

?? Get access to exclusive events, content, and tips and tricks from the top CRO's

???? Sales Community WINTER FREE Promo ????

Tech Sales Insights LIVE

Join us on Monday, January 29th at 3:30PM EST for next weeks episode of Tech Sales Insights LIVE featuring Matt Dixon , General Manager at DCM Insights and author of The JOLT Effect:

'The JOLT Effect: How High Performers Overcome Customer Indecision'

This episode is sponsored by Sandler . Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

“The sequence really sets you up to get through to them on the phone and get that initial meeting set.”

- Sam Nelson

?????????? → For those of you who have been following the show, we'd love it if you could leave us a review on Apple Podcasts! You can find it at the bottom of the Tech Sales Insights page in the Apple Podcast app.

Check out our previous episodes here: Tech Sales Insights LIVE

From Our Sponsors

The Alexander Group

Evolving the Partner Program to Achieve Profitable Growth Join technology executives for an interactive discussion on the leading practices CROs, channels leaders and operations leaders are implementing to drive profitable growth by optimizing their channel partner programs. The session will feature key trends from Alexander Group’s recent Channel Partner Go-to-Market Benchmark Study, including:

• The Ecosystem is Evolving. Channel revenue growth rate is 2.4x higher than total company growth rate. Vendors are prioritizing quality partners over quantity.
• Channel Investments are Shifting. Channel budgets have increased by more than 12% year over year, mainly focused on partner enablement, incentives and automation & tools.
• Partner Programs are Being Restructured. 80% of respondents are focused on launching a major partner program transformation.
• Realigning Partner Roles & Coverage. Active partner per channel rep has decreased by 7.8%. Organizations are deploying more dedicated channel resources to enable greater partner engagement with fewer partners.

February 15, 2024 | 2pm - 3pm ET

Register Today >>

AuctusIQ

Motivating Your Salespeople in 2024

Did you know that the top motivator for salespeople is Growth & Development? The key to understanding what motivates your team on an individual level is a great sales assessment.

AuctusIQ has the most sophisticated and proven sales assessment to evaluate the talent and readiness of your sales team - both sellers and sales managers. Map, coach, select, and enable. Those are the steps that will bring out the best in your team and propel them to excellence in 2024 and beyond.

Learn more about the top sales assessment in the world?here.

TechTarget

Anonymous Still Means Anonymous – Sales Needs More

Sales teams understand that anonymous account intent data doesn’t give them what they need to be more productive. In contrast, TechTarget’s Priority Engine identifies the Active Prospects – the actual people – doing solution buying research at in-market accounts, so your sellers don’t waste time chasing the wrong account or guessing exactly who they need to focus on there.

Learn more about why it’s critical for sellers to know the active people on the buying team and how TechTarget’s Priority Engine can help.

Read the article here!

Humantic AI

Selling Is Evolving. Are You?

Humantic AI is a Buyer Intelligence platform for revenue teams.

Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.

Try a free-trial for your personality?profile & those you are?selling to today here!

Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Chasing Quota by Walter Brown

CHAPTER IX. MOVING ON UP

FOR MANY OF US, SALES IS JUST THE FIRST STEP ON A LADDER. SO SOONER OR LATER, WE LOOK FOR A WAY TO TAKE THE NEXT STEP.

HERE ARE TWO SIMPLE RULES THAT WORK:

1. Crush Your Numbers
2. Acquire a Strong Sponsor (who is higher on the ladder)

THINKING OF SALES MANAGEMENT?

Here are a few simple tests:

1. Would you rather motivate prospects or teammates?
2. Would you rather sell or help others sell?
3. Have you coached anyone? Did you like it? Did they?

GO AHEAD, BE A SALES MANAGER. TAKE A PAY CUT.

The Alexander Group | Sandler | Gong | Convertiv | Modigie, Inc. | Informa TechTarget AuctusIQ Sales Solutions | Spotlight.ai | Humantic AI | Salesbricks ?? | TitanX