Sales: Performance and Development: Recent Episodes
Sales Enablement Team
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Most of us tend to trigger client conversations based on revenue trends and sales activities.
How many hunters and farmers will react when their account decreases or increase? If their partner churns?
In today's podcast, we will focus on six crucial internal alerts to focus on the customer journey:
- Live date anniversary
- No activity
- Milestones
- Renewal date
- Last interaction
- New users
Managing your priorities is paramount to succeed in your account management or customer success role. It is THE most significant challenge.
But “Strategy without execution is useless, execution without strategy is aimless."
In today's podcast, we will go through 10 simple steps on how to segment your portfolio and define your clients potential:
- Rank your accounts based on revenue
- Segment your portfolios into 4 groups maximum
- Define your S.L.A.
- ...and more!
Asking leading questions is paramount for your success.
It can be developed quickly and help you achieve your quotas.
In this podcast you will learn:
-Why generic questions do not trigger the right answers
-Why does it matter
-What are the different types of leading questions
-How to create your own
We worked with 14 Managers and 106 Sales (BDR's, AE's & AM's) to understand the impact of call coaching on performance:
- Group A: 53 Sales received coaching.
- Group B: 53 Sales didn't.
The results were staggering.
So let's go through the findings and see what can you do to boost your performance and call quality.
We have conducted a vast B2B Sales Calls Analysis to understand what makes some individuals top perform and what different sales populations can learn from each other
The study:
- 20,150 Calls
- 4,340 Hours
- 178 Sales across BDR, AE & AM populations
- Currently employed in B2B hyper-growth companies in Europe
Get fresh perspectives and find new solutions, by leveraging the Co-development Methodology created by Adrien Payette and Claude Champagne.
85% of non-satisfied employees say they don't receive enough feedback or coaching from their manager (According to a study run by Gallup).
121 meetings are an essential part of your development journey.
But what happens when your feel that these one on one are wasting your time?
So why are some 121's not as efficient as expected?
What can you do, and how should you approach your next meetings?
Discover 5 actions to put in place today.
Have you ever wondered how much time you spend interacting with your clients?
Recent studies have shown that Sales professionals spend only 30% of their time on client-facing selling activities.
In today's podcast, we will go through 10 simple tips to help you manage your time better. Once implemented, you will spend less time on low-value tasks and have more efficient conversations with your customers.
Did you know?
+200%.
That's the staggering quota achievement of some top performers during the 2008 economic downturn. It is often said that every crisis brings its share of risks and opportunities. So what would it take for you to achieve similar results?
What can you do?
In today's world, the only constant is change.
Discover The Challenger Sale methodology.
Credits:
Studied by the social development bank in Europe | CEB
Book written by Matthew Dixon and Brent Adamson