Unlocking Success

Unlocking Success

As a sales leader, there are a number of different areas we need to be well versed in to help nurture a growth-oriented culture.

Effective interviewing, handling objections, etc.

John Judge shares his guided philosophy that has proven to be key in thriving sales environments!



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Tech Sales Insights LIVE

Join Randy for this weeks episode of Tech Sales Insights featuring Brad Rinklin , EVP, Chief Marketing Officer at Infoblox :

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'From Buyer Persona to Qualified Opportunity'


This episode is sponsored by DecisionLink , a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform.



"You got to earn the right to ask for the business and don't start throwing proposals at the door."
- Michael Wing



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From Our Sponsors:

The Alexander Group

Case Study: Comp Plans that Drive Consumption-Based Revenue

How do you overhaul an expensive sales compensation program that isn’t paying for the right behavior? This technology client wanted to grow their business by double digits but didn’t want to overpay on a plan that didn’t create consistent sales practices and results.

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Learn more about how Alexander Group’s consumption expertise and proprietary benchmark database helped them build a strong foundation to take their business to the next level.

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Read in Full >>



Phone Ready Leads

Meetings Scheduled: Cut Costs by 10X



Humantic AI

How to Choose the Right Sales Collateral to Share With Your Prospect




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

Sales Words of Wisdom

By John Judge


What the Idea Is: Sales words of wisdom

Why It Is Valuable: Applying these nuggets of wisdom will help you be a better leader and sell more.


How It Works:

Interviewing

You need to show that you have a history of being “chosen,” and that the people who chose you looked good because of it. Weaving this into your dialog in an interview not only shows the interviewer that they are “not alone” in selecting you as a candidate, but also that they could be the beneficiary of moving their personal career along by choosing you!

Difficult Conversations

Leaders need to embrace the hard conversations, know how to start them, and know how to make them productive. Avoidance of difficult conversations trades short-term discomfort for long-term dysfunction. I have a methodology and training on how to embrace difficult conversations.

Promote from Within

BDRs should become sales reps. Reps should be promoted to team leaders, team leaders should be promoted to managers, and so on. Creating a culture where career growth is not only a priority but a visible reality improves engagement and tenure and limits new-hire mistakes.

98 Percent Meritocracy and 2 Percent Dictatorship

For several years I’ve made a proclamation about how I plan to run any team I’m responsible for. For the vast majority of time, best ideas, best work, and best results will rule the day, no matter who you are. If you are engaged, work hard, and deliver results, you will be noticed. Every once in a while I have to be a leader, make a call, and expect the team to fall in line. I don’t do that often; but when I do, it’s the law.

Objection Handling

I have a proven methodology for handling objections that works. (I got much of it by pulling from the ideas of many others.) Here it is: acknowledge-clarify-collect-challenge-redirect or reply.

Instrument Your Business

What are your leading indicators to success? Find a way to measure them. Know the conversion metrics (demo to close, etc.) for the team and for every individual on the team. Publish them with full transparency. Data then drives your coaching. You’ll have more predictability to your market- ing and sales funnel. It must be automated in your CRM—no spreadsheets!

Take the Time to Show You Care

You especially need to do this during the COVID-19 pandemic; however, it’s always needed in a well-run team. Do the right thing, and you earn trust. Do your best every day, and you will demonstrate a commitment to excellence. And don’t just take the time to show you care about your people because they crush quota, but also because they are human beings who appreciate being cared for.?




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