What To Do All Day Pt. 2

In sales, it's important to find that balance between achieving immediate goals and success, and preparing for future success.

This needs to be done all while maintaining the integrity and fun in the sales process, while staying customer-centric.

Tomorrow don't miss out on two great webinars, both on LinkedIn Live:

• Tech Sales Insights LIVE featuring David Donatelli
• Three Things to Ensure Sales Manager Success in 2024 featuring Tim Geisert

More info on these both below!

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

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Tech Sales Insights LIVE

Join us for next week on Monday, December 18th at 11:15AM EST for another episode of Tech Sales Insights LIVE featuring Amit Bendov , CEO & Founder of Gong :

’The Future is Now: AI-Powered Revenue Team Transformation’

This episode is sponsored by Gong , enabling revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform? captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.

"Platform will trump product, especially during economic headwinds, as enterprises seek consolidation and value from integrated solutions"

- Jim Nyhan

?????????? → 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

Three Things to Ensure Sales Manager Success in 2024

Join Randy TODAY at 2:30PM EST for a great webinar featuring Tim Geisert , Partner & CRO at AuctusIQ Sales Solutions

'Three Things to Ensure Sales Manager Success in 2024'

This webinar is sponsored by AuctusIQ Sales Solutions , the Sales Performance Assessment Sponsor of the Sales Community. A sales data and science software company, AuctusIQ's mission is to provide the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

From Our Sponsors:

The Alexander Group

Top Imperatives to Improve Customer Experience

Customer experience (CX) is at the core of profitability, and tech commercial leaders are delivering exceptional CX by evaluating their customer strategy, prioritizing initiatives and investing across the entire customer journey of land, adopt, expand and renew.

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Learn more about the top six imperatives to improve CX – a core element in differentiating high-performing technology companies from their lower-performing peers.

Read More >>

AuctusIQ

Manage and Accurately Forecast in 2024

Do you struggle with any of these challenges: Unproductive deal coaching, forecasting inaccuracy, or seller subjectivity? You’re not alone.

AuctusIQ provides sales pipeline management software that leverages data and AI to help you manage a deal and accurately forecast your quarter. DealIQ helps sales managers improve their management skills, augment their CRM, and assist sellers with the key questions pivotal to deal progression.

Learn more about this sales pipeline management software?here.

TechTarget

Break in with Prospect-Level Intent?

Rather than expecting sales teams to navigate dozens or even hundreds of irrelevant cold contacts inside an account, TechTarget’s Priority Engine and Prospect-Level Intent? data uncovers the real people on active buying teams so you can focus on them. We focus on prioritizing the active researchers for you – professionals that have pressing business problems who are investigating solutions in your category – so your reps know where to concentrate, what to say, and even who else you need to de-position.

We fuel your pipelines faster by taking the counter-productive guesswork out of your prospecting, upsell and cross-sell motions.

Learn more about TechTarget’s Priority Engine and our suite of complementary sales enabling products and services 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 III. What To Do All Day Pt. 2

Never inflate a sales forecast.

• To please your boss. Or your ego. Your management only wants pleas- ant surprises.

“Adopt” your team’s five best deals.

• Stay on top of those deals. Don’t hesitate to take over a Top Five deal, if necessary, to win it.

Keep an eye out for the big deals.

• It’s hard to crush your numbers without winning some really big deals along the way.

Acquire the habit of winning.

• Share the habit with your reps.

Put your customer’s interests first.

• Even ahead of your own short-term interest. Never mind the short-term cost. Over time, this rule is a winner.

Only sell proposals you would buy.

• Here is a simple test: Would you buy a given proposal if you were in your prospect’s shoes? Because that’s the way a proposal will be judged. Your reps will eventually thank you for demanding this test. And so will your prospects.

Avoid military terms.

• Good selling is win/win, war is win/lose (or lose/lose).

Talk to your competitors regularly.

• What you learn will help you far more than what they learn will hurt you.

Learn to be tough enough.

• Sales managers fail when they won’t do the hard stuff.

Take charge.

• Do you run your branch (district/region) or does it run you? Find ways to move from the passenger seat to the driver’s seat.

Build a team you can rely on.

• Make today’s numbers if you can—but not at the expense of building a team that will crush tomorrow’s numbers.

Top heavy vs. bottom heavy strategies.

• When your team is top heavy (more A’s & B’s) crush your numbers. When your team is bottom heavy (more C’s) build a team that will crush tomorrow’s numbers.

Find ways to make the job fun.

• Despite the constant pressure for production, if you can find ways to make it fun you can hang in there. And if you can hang in there long enough, you can win.

The Alexander Group | Outreach | Gong | Convertiv | Modigie, Inc. | Salesbricks ?? AuctusIQ Sales Solutions | Spotlight.ai | Humantic AI | Sandler | TitanX (formerly Phone Ready Leads?) | TechTarget