Sales Success

Sales is a fast-paced professional, particularly in tech sales.

Every great manager needs a set of guiding principles that can steer their team towards success.

Focus on streamlining the sales process by what maters most: time, cost, importance.

Allow these to drive clarity and focus in every interaction.

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Tech Sales Insights LIVE

Join Randy on Wednesday, May 8th at 12 PM EST for our next episode of Tech Sales Insights LIVE featuring Lee Hacohen , Head of Sales at Regie.ai :

‘Can AI really solve the pipeline problem? YES’

This episode is sponsored by The Alexander Group , our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

"A successful sales manager strikes the balance between administrative duties and frontline engagement, maximizing their impact on revenue growth."

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From Our Sponsors

The Alexander Group

Changes to the Customer Success Manager Role in the Technology Industry

As the technology industry evolves with new subscription offerings and consumption models, what impacts can be expected for the customer success manager role?

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Discover how customer success managers will be positioned going forward to provide additional value realization for greater renewal and cross-sell opportunities.

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Sandler

Two Simple Rules to Boost Closing Ratios

Learn how asking the right questions at the right time can transform your sales game. Unlock the secrets to boosting your closing ratios from top performers!

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Humantic

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.

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

Golden Rules for Running a Sales Team

By Marco Mohajer

What the Idea Is: Every great sales manager should have a few golden rules that govern his or her team.

Why It Is Valuable: It allows the salesperson to expedite the sales cycle by focusing on “time,” “cost,” and “importance.”

How It Works: Here are three very effective golden rules I’ve used for guiding my team over the years:

1. “Dumify” it. In other words, the fact that you know your subject does not mean your customer does. Studies have shown that a single sales call could cost as much as $500 or more, so make sure you are meeting with the right audience; then target your message to that specific audience. For example, you should never talk the same way to a CFO as you do to a VP of Apps.
2. Know your audience. Understand why they are meeting with you. Learn about their business before you walk in. Read their K-1. Know what the customer’s top three strategic initiatives are for the year. Understand their pain point and hone in on it. Most sales people just want to talk. In my book, the one who speaks less wins.
3. Know when to call it quits. Many reps get happy ears and think they have the deal. They lack the ability to understand the metrics and want to believe they have it. Cut your losses and move on.

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