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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


3 Big Ideas for Sales

Posted by Matt Bertuzzi on Wed, Feb 06, 2013

I was digging through Evernote earlier this week and stumbled across a file titled: Killer DF12 Sessions for Sales.

I vaguely remember creating it after Dreamforce 2012 and decided to take a look at a few of the videos I'd clipped. I’m so glad I did!

Out of the dozens of sales cloud sessions now on youtube, I want to share 3 quick clips that deliver three major ideas.

#1 - Coach to Move the Needle

Mark Roberge, HubSpot’s VP of Sales, shares a bit about how he develops leaders and reps in his 250 person sales org.

To set up the clip, Mark is talking about his team of 20 (mostly 1st-time Managers). He lays out the case that one thing newly promoted Sales Managers tend to get wrong is trying to coach too many things at once.

The big takeaway for me is that rep development doesn’t happen by serendipity. Many sales organizations have a coaching 'strategy' in place, but as the saying goes, culture eats strategy for breakfast.

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Topics: inside sales management, inside sales motivation, mentoring

Making the Transition: From Lead Gen to Closing Business

Posted by Matt Bertuzzi on Wed, Jan 09, 2013

I saw this question on LinkedIn the other day:

I was immediately reminded of something I saw from Chris Corcoran, Cofounder of memoryBlue. Chris was kind enough to let me repost the following:

Lead Generation to Inside Sales – Are You Worth The Risk?

Many high tech salespeople earn their stripes in lead generation for the complex sale. It’s a low risk way for companies to test and train sales professionals without allowing inexperienced reps to blow deals.  However, most lead gen reps don’t view the role as the zenith of their professional sales career; instead they have their sights set on the next rung of the ladder. Contrast that with companies, and more specifically sales managers, who are hesitant to hire someone for a closing position unless the sales professional has experience closing deals.

Fair or unfair, you’ll have to win the chicken or the egg argument—how am I supposed to get closing experience unless someone gives me an opportunity to get closing experience—because managers may see you as a project that they don’t need on their already overcrowded plate.

In order to win this debate, you’ll need to prove that you’re a sales professional worth betting on.

Here’s how.

Record Your Calls.

Peyton Manning is considered one of the greatest quarterbacks in the history of football. The New York Times wrote an article “Peyton Manning’s Case for Being the Best Ever” detailing how he out-prepares the competition each week and chronicles his legendary film study habits.

In order to outpace the pack, invest time each week breaking down recordings of your prospecting calls.  Pick one or two calls each week and complete a detailed call evaluation where you dissect the call.

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Topics: inside sales motivation

Recruiting, Motivating & Retaining Inside Reps [new research]

Posted by Matt Bertuzzi on Thu, Dec 08, 2011

Recruiting, motivating & retaining great Reps is a critical component of any Inside Sales strategy. One thing that has largely been absent in the process is feedback from the Reps themselves.

With that in mind, I am very excited to announce the launch of a new research project with our good friends at Vorsight:
Inside Sales Motivation Research Survey.

We are asking Inside Reps (& reps only) to share 3-minutes on a web survey about what motivates them professionally and how their current role is stacking up. In exchange, participants will be entered into a drawing where one winner will receive an Apple iPad2 and another a Kindle Fire. For the full who, what, where & how please see this.

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Topics: inside sales hiring, inside sales motivation

The Swiss Army Knife of Prospecting

Posted by Janet Stucchi on Tue, Jul 19, 2011

Prospecting, prospecting, prospecting… no matter how much we want our “A-players” focused on closing business, building pipeline is still an integral part of any successful sales strategy.

Many Reps equate prospecting with the dreaded cold-calling. Some feel that their tenure has elevated them above the prospecting fray.

Probably more importantly, bells aren’t wrung & club isn’t often achieved for prospecting prowess. It’s no wonder Reps shirk, skirt or under-power their prospecting efforts.

It is up to us, the Inside Sales Leaders, to address this. Reps need to understand that prospecting is a process; not an event. The once-per-week call blitz is not sufficient. Successful prospecting requires a daily process, a good attitude, and the right tools to be successful.

When you think of prospecting, think of a Swiss Army Knife:

A multi-tool with many special-purpose tools to get the job done!
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Topics: inside sales management, inside sales motivation

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