What To Do All Day Pt. 1
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
Sales managers play a critical role in actively coaching, mentoring, and monitoring their teams to drive success
You all probably know my mantra at this point - you work for your team, not the other way around!
From spending significant time in the field to a strong pipeline, to teaching reps the art of effective prospecting, we've got more great detail from Walter Brown into transforming sales strategies and outcomes!
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Tech Sales Insights LIVE
Join us Friday, December 15 at 12:30PM EST for the next episode of Tech Sales Insights LIVE featuring David Schneider , General Partner at Coatue :
This episode is sponsored by Modigie, Inc. , the Last Mile Optimization sponsor of the Sales Community. Modigie is a sales-focused SaaS company that has “cracked the code” on scaling B2B prospect engagement. They help companies reveal and fix inefficiencies in their B2B contact data that they need to use today, enabling them to perform at levels they never thought possible. Modigie optimizes everything you have already invested in: your personnel, data providers, and tech stack.
"If you don't understand the business problems, you're not going to be able to solve any of their problems."
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Advisory Board on the Move ??
We had some big movement last month on the Advisory Board, congratulations to this group on their new roles as we inch closer to 2024!! ?
? William (Bill) Bodei, Regional Sales Director at Hammerspace
? Brandon Sweeney, President & COO at dbt Labs
? Chris Hasenbein, Managing Director, Americas at Archive360
? Chris Riley, CEO & Founder of Winning Edge Advisors
? Greg Rigot, SVP of Sales at Mavenoid
? Jay Snyder, SVP of Partners & Alliances at Dynatrace
? Jeffrey Casale, CEO at Board
? Jeff Lattomus, Global DGX Cloud Sales Leader at NVIDIA
? Jim Nyhan, Director of Enterprise Sales at CyberProof
? Ken Tacelli, CEO at MacStadium
? Kevin Arsenault, CRO at Ordr Inc.
? Lee Hacohen, Head of Sales at Regie.ai
? Matt Nelson, VP of Global Strategic Alliances at Cority
? Michael Gannon, President at Broadcom Software
? Rick Ruskin, VP of Cloud Strategy & Operations at Technologent
? Robert Ruelas, VP of Revenue at Broadcom Software
? Shawn Green, CRO at Carbon6
? Shawn Pearson, Hyperscale Alliance Sales Manager at Infoblox
Wishing everyone the best of luck closing out the year, happy selling!!
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TechTarget
Anonymous Still Means Anonymous – Sales Needs More
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Chasing Quota by Walter Brown
Chapter III. What To Do All Day Pt. 1
Your job is to add dimension.
Get out from behind your desk.
Never say anything once.
Don’t hesitate to check the quantity or quality of your reps’ activities.
Make sure your reps know where they spend their time.
Some reps know how to light fires, but don’t know where.
You can’t harvest what you haven’t planted.
Measure pipeline buildup, not just sales production.
Hug the right prospects, not the easy prospects.
Reps should also hug their customers.
Review pipelines regularly.
Don’t get swallowed up by the details of a deal.
Prospects buy when they are comfortable with the answers to three simple questions:
Be objective.
Your best reps are your models.
Remember that reps are optimists.
Reps are also visual people.
Words are important to reps.
Reps are not illiterate.
If your reps have good jobs, remind them.
If reps don’t have enough motivation, don’t supply it for them.
SOME OF YOUR DAY IS NOT CENTERED AROUND YOUR REPS:
Treat everyone like a prospect.
X -Y = Z
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