BMS Tech Sales’ Post

Technology brands have to pick one: channel-partner driven inbound sales, or having a costly sales organization qualifying leads, developing business opportunities, and engaging with accounts one at a time. The alternative is to build a strong outbound sales organization to go after targeted accounts with intent and resolve while leaving inbound sales to the channel-partner ecosystem. #Leadership #ChannelSales #PartnerProgram #BuildValuetogether

A few years ago I had no clue what "technical sales" encompassed or what a "Sales Engineer" role was for. Well if you're in the tech sector like me you interact with these groups often and may not even know it! Go to a trade show and ask a technical question only to have the floor sales person pull someone over to help? That's an SE Talking to a new cool tooling vender but they pull someone in as soon as you ask infrastructure or deployment questions? Yep - that's them Starting to sound familiar? Well that's who Vivun is building solutions for - enabling companies to better bridge gaps in the tech B2B space. I typically find myself in the seat of the "buyer" due to the nature of my roles and let me tell you, I LOVE to see this space become more efficient. Demos that are too generic, having to ask the same questions over and over to different people, raising up the key blockers to why we can't use your product in its current state over and over - these are all problems we experience on the buyer side all too often and what makes me personally excited about what Vivun is bringing to the space! Want to know more? Are you an SE or Sales leader and interested in having better interactions with buyers like me? Check out our upcoming virtual conference for a first hand interactive experience to learn more! https://lnkd.in/gbv79R8Q #unxpctdshow

Mistakes and hiccups are inevitable when you're building, fixing or growing a sales team. What truly matters is how we, as sales leaders, respond to these f'ups. I remember a time when one of my top reps screwed up royally on a big deal. My first instinct? 😡 Panic and anger. But I knew reacting impulsively wouldn’t help. Instead, I took a step back and asked myself, “How can we turn this around?” Rather than pointing fingers, I sat down with the rep and worked through the problem together. We identified what went wrong, but more importantly, we focused on what could be learned. By the end, not only did we save the deal, but that rep came out stronger, more confident, and more determined. CEOs, Founders, Sales Leaders—mistakes aren’t the enemy. It’s our reaction to them that shapes the future. Your team is watching how you handle adversity. Choose to teach, uplift, and grow. That’s how you build resilience and trust.

MY 2 OF 5 UNSOLICITED LEADERSHIP ADVICE For Heads of Sales of Start Ups Prospects who respond to financial incentives just to get on an introductory call, are NOT your "Pipeline." These individuals likely lack the authority or influence needed to drive your sales. Instead, consider investing in a creative and self-driven SDR to maximize your resources effectively. #sales #salesleadership #SDR #salespipeline #VPsales

"Sales leaders, let's talk about the 🔑 importance of sales activity! 💼💬 Whether it's reaching out to prospects, following up leads, or closing deals, consistent action fuels success. 🚀 Keep the hustle alive and watch your numbers soar! 💥 #SalesLeadership #SalesActivity"

Outbound is dead Long live the cold call Personalize, but "at scale" Download my cold email script Content is king and email doesn't work .... While the gurus might all be lost and chasing tails, one thing remains true. Great sales managers are the difference between a good sales gig and a bad one. Level up your sales leadership game with the The Rally Call #salesmanagement #salesleadership #outboundisdead #outboundisalive https://lnkd.in/guj5_zKM

🚀 𝐀𝐧𝐨𝐭𝐡𝐞𝐫 𝐬𝐮𝐜𝐜𝐞𝐬𝐬𝐟𝐮𝐥 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐀𝐆𝐄𝐍𝐓 𝐖𝐨𝐫𝐤𝐬𝐡𝐨𝐩! I had the pleasure of working with an incredible SDR team at Nutanix here in #DowntownDurham to explore win-win negotiation strategies, and I’m thrilled by the feedback. Hearing how participants feel empowered to apply these strategies in both personal and professional life is what it's all about for me! 🙌 𝐇𝐞𝐫𝐞 𝐚𝐫𝐞 𝐬𝐨𝐦𝐞 𝐟𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐡𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭𝐬: 🔑 𝐊𝐞𝐲 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬: -BATNA (Best Alternative to a Negotiated Agreement): Learning how to leverage BATNA and keep it discreet was a game-changer. -Empathy & Interests First: Attendees enjoyed focusing on the other party’s needs and objections, a shift from personal gain. -Practical Tools: Techniques like mirroring, pausing, and awareness stood out as valuable strategies. 💡 𝐈𝐦𝐩𝐚𝐜𝐭 𝐨𝐧 𝐏𝐚𝐫𝐭𝐢𝐜𝐢𝐩𝐚𝐧𝐭𝐬: Participants described the workshop as transformative, leaving them confident and prepared to navigate both work and personal negotiations. One participant shared how it re-centered their skills, encouraging a focus on collaboration. 📩 𝐇𝐞𝐚𝐫 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐒𝐃𝐑 𝐭𝐞𝐚𝐦: "Thank you again for taking the time to come talk to our SDR team. I heard a lot of great feedback the last few hours, and many feel empowered by how this will help them in both personal and professional life." A big thank you to everyone who participated! Your engagement made this workshop an amazing experience. And a special thank you to Ryan McCrea for inviting me and to Alexandria Massa for trusting that a retired entrepreneur still had some value to offer :-). If you’re curious about win-win negotiation strategies and how they can benefit your team, let’s connect! 🔗 #negotiation #winwin #professionaldevelopment #growthmindset #leadership #conflictresolution #Nutanix

In my conversation with charismatic leader Joe Ingram, I was struck by how his engineering background revolutionized his approach to sales. Joe's ability to merge technical prowess with sales acumen reminded me of the untapped potential in combining diverse skills. His story is a testament to the power of blending analytical and interpersonal skills to lead sales teams to unprecedented success. Watch the full video - Bringing The Fun To Sales and Business with Joe Ingram ▶ https://brnw.ch/21wG2RW #IOwnIt #JoeIngram #AlwaysGrowing #MentorshipMatters #CollaborativeGoals #EngineeringSalesSuccess #HumorInSales #EmbraceDigital #InvestWithPurpose

Many sales leaders dream of explosive growth—but fear the stress of scaling their teams. However, what if you could achieve both? ↗️ "8 Fundamentals for Building a Scalable Sales Model" provides a roadmap to sustainable success. Take your sales team to the next level without burning out. Download now: https://lnkd.in/e5nwSKWs #raiseyourrevenue #sandler #sales #growth