Motive’s Post

Meet Danielle Powers, Head of Emerging Mid-Market Sales Development at Motive! Danielle shares a bit about her sales career and experience working for Motive below ⬇️ Why is having diversity within sales teams so critical? "When team members bring varied perspectives, backgrounds, and experiences, they contribute fresh insights and solutions, which helps us connect more meaningfully with clients from all walks of life. Having a diverse team also cultivates a culture of continuous learning and empathy, which strengthens our ability to address the unique needs of each customer. Beyond bringing varied perspectives, having diverse teams generate a broader range of ideas that challenge conventional approaches and encourage creative problem-solving. When individuals from different backgrounds collaborate, they tend to ask different questions and see challenges through unique lenses, often identifying opportunities or solutions that might be missed. This depth of insight equips us to adapt and respond more effectively to the evolving needs and expectations of our clients, fostering an innovative environment that truly adds value. Ultimately, diverse teams don’t just drive business results—they enhance our ability to foster genuine connections and to build trust across a broad range of markets." What is your favorite part about working for Motive? "My favorite part about working at Motive is the culture of inclusivity and collaboration that permeates everything we do. I’m inspired by the company’s commitment to diversity and the way it actively supports the growth and development of not just women in sales, but all types of diversity. This foundation of support is paired with an atmosphere where everyone is truly working together toward shared goals, fostering a sense of camaraderie that makes achieving milestones incredibly rewarding. Motive also invests in our growth, offering opportunities to advance and develop our skills in a way that feels both empowering and aligned with our personal career paths. It’s a place where each person’s contributions are valued, creating an environment where we’re all excited to see each other succeed." How would I describe the sales team culture at Motive? "I would describe the sales team culture at Motive as a spirit of collaboration and encouragement that’s truly rare. We’re a group of like-minded individuals who are deeply committed to each other’s success, and there’s a genuine willingness across the team to support and uplift one another. No matter who you turn to, you’ll find someone ready to help, share insights, or offer encouragement which creates an environment where we can push each other to grow while working toward our common goals. It’s an empowering and motivating space where every person’s success feels like a win for the whole team." Motive is continuing to grow, so we will drop a link to their open jobs in the comments below ⬇️

Insights from Our Downtown Sales Meeting: Elevating 2025 Strategies This week’s downtown sales meeting provided a thought-provoking discussion on shaping our 2025 sales tactics. As we prepare for the year ahead, several concepts stood out as both impactful and actionable, offering a roadmap for success. Key Takeaways to Drive Results 1. Value Selling as a Core Strategy The emphasis on value selling underscores the importance of positioning our products and services not just as commodities but as solutions to our clients’ needs. This approach requires us to deeply understand what drives value for our customers and tailor our offerings accordingly. 2. The 3-3-3 Rule: A Framework for Consistency One of the most memorable tools discussed was the 3-3-3 Rule, a simple yet effective guideline to keep our efforts focused and results-oriented: • Sell 3 new products: Broaden the client’s portfolio by introducing them to offerings they haven’t experienced yet. • Discount 3% less: Protect margins by emphasizing the value proposition rather than negotiating on price. • Show 3 ways your product adds value: Clearly articulate the tangible and intangible benefits of each order, demonstrating why it’s the right choice. 3. Persistence Pays: Embracing the ‘3 NOs’ Mindset. Something I was taught a long time ago in my selling career. The discussion reinforced the power of persistence. The idea of “getting 3 NOs before you quit” challenges us to rethink rejection. Every “no” brings us closer to refining our pitch and understanding client needs, ultimately leading to more meaningful yeses. Shaping the Future Together As we implement these strategies, collaboration and continuous learning will be key. By staying focused on providing exceptional value, maintaining strong margins, and remaining tenacious, we can make 2025 a year of growth and achievement. 💯 How will you apply these tactics to your sales approach?

Our November NIA Member Spotlight, Dave Priddy, EPOCH Sales Management Solutions, is not short on 5-Star reviews‼️ Look at what his client had to say about him: 🔥"I extend my heartfelt recommendation for Dave, a seasoned sales leader with an unparalleled knack for maximizing sales results and elevating ROI. Dave is not just a consultant; he is a dynamic force dedicated to transforming sales teams and empowering individuals to achieve unparalleled success. Dave's nurturing approach is evident in his 30 years of sales leadership, where he meticulously identifies individual strengths and areas for improvement. His expertise extends to consulting with small business owners, particularly those with fewer than 50 employees, who are eager to scale their sales teams and make strategic hires. Dave's unique process involves a comprehensive assessment of current capabilities and limitations, followed by a laser focus on developing individual strengths that significantly increase customer impact and improve ROI. What sets Dave apart is not just his wealth of experience, but the glowing testimonials from satisfied clients. His tailored approach to enhancing skills has created significant advantages for those he works with. Dave's non-judgmental and trust-building methods have eased nerves and opened channels of communication, leading to swift and confident buying decisions. Dave's commitment to excellence is reflected in his distinctive approach to sales readiness. He leverages assessment tools to identify the factors influencing clients' buying decisions within 90 seconds, providing a unique edge in the competitive landscape. His four-step process, "Make Your Business...Sales Team Ready," focuses on the right priorities, building a healthy sales pipeline, winning more deals, and setting up sales CRM for success. What truly stands out is Dave's StrengthsFinder Top 5: Positivity, Maximizer, Activator, Woo, and Competition. These strengths exemplify his ability to infuse positivity, maximize potential, activate change, win others over, and thrive in a competitive environment. For those seeking a transformative journey in sales skill development, ROI acceleration, enhanced communication, and sales effectiveness, Dave is your go-to expert." Glen A. 🥰

Reflections on Being a Sales Executive: A Journey of Growth and Connection Sales isn’t just a profession; it’s an art and a science that intertwines strategy, empathy, and resilience. As a sales executive, I’ve come to realize that the role goes far beyond numbers and quotas. It’s about building relationships, solving problems, and driving value—not just for our organizations but also for the clients and communities we serve. Every day presents new challenges and opportunities to grow. Whether it’s crafting tailored solutions for a client, navigating tough negotiations, or celebrating the small wins, the journey is as rewarding as the destination. One of the greatest lessons I’ve learned is that being successful in sales requires both head and heart—balancing the logic of data-driven strategies with the intuition to understand and connect with people. In an era defined by rapid technological advancements and shifting customer expectations, the role of a sales executive has never been more dynamic. Tools like CRM platforms, analytics dashboards, and AI-powered insights have transformed the way we work, allowing us to be more informed and efficient. However, at the heart of it all, the human touch remains irreplaceable. People buy from people they trust, and that trust is built through consistent effort, authenticity, and delivering on promises. To my fellow sales professionals: Let’s not forget that our work goes beyond closing deals. Every pitch, every follow-up, and every client meeting is an opportunity to make an impact. We’re not just selling products or services; we’re enabling businesses to grow, empowering individuals to succeed, and driving innovation across industries. As we navigate the highs and lows of this ever-evolving field, let’s remember to celebrate our resilience, adapt to change, and continuously invest in learning. The best sales executives aren’t just skilled at selling; they’re passionate about understanding people, building relationships, and finding solutions that create lasting value. To everyone in sales: Keep pushing boundaries, embracing challenges, and striving for excellence. Our work matters, and the impact we make goes far beyond the deals we close. Let’s keep growing, together.

The Sales Strategy Summit by Akhilkrishna T at Cyberpark provided insights into an effective sales approach. Key takeaways from this insightful session: Successful selling requires understanding the 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫'𝐬 𝐣𝐨𝐮𝐫𝐧𝐞𝐲 and buying mindset at each stage:  𝐒𝐭𝐫𝐚𝐧𝐠𝐞𝐫 → 𝐀𝐰𝐚𝐫𝐞𝐧𝐞𝐬𝐬 → 𝐈𝐧𝐭𝐞𝐫𝐞𝐬𝐭 → 𝐓𝐫𝐮𝐬𝐭 → 𝐂𝐨𝐧𝐬𝐢𝐝𝐞𝐫𝐚𝐭𝐢𝐨𝐧 → 𝐏𝐮𝐫𝐜𝐡𝐚𝐬𝐞 → 𝐄𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐞 → 𝐀𝐝𝐯𝐨𝐜𝐚𝐜𝐲 The key is recognizing why people buy your product or service. This understanding guides your approach based on the customer's journey stage. 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲𝐢𝐧𝐠 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐞𝐫𝐬 The toughest initial challenge is finding the real decision-makers in an organization. Different levels think differently about a new solution: • 𝐂-𝐋𝐞𝐯𝐞𝐥: Overall business impact • 𝐌𝐢𝐝-𝐋𝐞𝐯𝐞𝐥: Budget constraints   • 𝐁𝐨𝐭𝐭𝐨𝐦 𝐋𝐞𝐯𝐞𝐥: Workload impact When prospecting, identify the 15-20% open to considering a new solution, as most (60%) are okay with their current approach, though some dissatisfaction may exist. The rest, 15-20% are the hardest to target. 𝐓𝐡𝐞 𝐒𝐚𝐥𝐞𝐬 𝐍𝐮𝐦𝐛𝐞𝐫𝐬 𝐆𝐚𝐦𝐞 To hit revenue targets, disciplined activity and tracking numbers are critical: • 35 calls per day for 20 conversations • Yields 5 appointments per week • With a solid approach, 6 orders per week • Over 24 weeks, this pace secures 75-100 new clients Having a pipeline target for deals/revenue to hit goals is essential for managing activity. 𝐃𝐢𝐬𝐜𝐢𝐩𝐥𝐢𝐧𝐞 𝐚𝐧𝐝 𝐅𝐨𝐥𝐥𝐨𝐰-𝐔𝐩 On each call, understand the current situation: • How are they solving the problem your product addresses? • What reasons can be uncovered to continue the conversation? Thorough note-taking allows referencing previous discussion details on follow-ups. Always define the next step, getting commitment on: • Next follow-up date/time • Follow-up mode (call, email, etc.) Building trust by supporting business success is valuable for developing relationships. 𝐒𝐚𝐥𝐞𝐬 𝐌𝐢𝐜𝐫𝐨𝐦𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 - Generate 50 lakhs in revenue. - 50 meetings monthly if the revenue target isn't met. - Report 50 visited companies if meeting quota isn't fulfilled. - Daily calls to 100 companies if reporting isn't met. 𝐎𝐯𝐞𝐫𝐜𝐨𝐦𝐢𝐧𝐠 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬  Common objections are price and need. For fixed pricing, focus on communicating value and building relationships. When pricing is flexible, leverage the economic case. Listening, not pitching, is critical - let customers discuss perspectives. Make them feel buying was their idea. Ultimately, people buy on emotion and improving life. Guiding that journey through consultative selling is key. Calicut Forum for IT - CAFIT offered a commendable initiative, which is truly appreciated.

Insights for Sales Leaders Seeking New Roles In the ever-evolving landscape of sales, where every "no" is just a step closer to a "yes," the journey as a sales leader is nothing short of an odyssey. If you find yourself at a crossroads, searching for the next great opportunity, remember this: our past successes, each a testament to our capability, are not just milestones but the foundation upon which we build our future. Embrace the Pause Every gap between jobs is not a void but a moment of self-reflection and evolution. It's our time to reassess, refine, and reimagine our approach. This pause isn't about waiting; it's about preparing. Sharpen skills, discover new sales methodologies, or explore technologies that could revolutionize our client connection. This period is our acceleration lane, a space to gain momentum before your next takeoff. Value Yourself We offer a wealth of experience. Reflect on your career. Each challenge we overcome, every team we've motivated, and all the targets we've surpassed are testimonies to our ability. Our experience is our currency; it's gold in this challenging talent marketplace. We are not just filling a role but elevating a company's potential. Networking Benefits Now more than ever, our network is our net worth. Reach out and reconnect. Sales leadership isn't just about selling; the ultimate goal of our core talents is to provide solutions to clients' pain points, not just through products but ideas, visions, and new possibilities. Engage with industry peers, join forums, attend webinars, or even start a blog. Share insights to stay relevant, feel connected, and attract opportunities. (like this post) Adapt and Innovate We must evolve and innovate ourselves with every challenge. What worked yesterday might not work today, and that's exhilarating. Embrace change. Whether it's mastering AI tools for sales forecasting, understanding the nuances of virtual sales, or integrating sustainability into your pitch, innovation is your ally. Show potential employers what you are capable of and what you can envision and achieve. Cultivate Resilience In sales, rejection isn't a failure; it's feedback. As much as it is painful to receive a "NO," each "NO" is a lesson, a chance to tweak our approach or refine our pitch. Resilience isn't just about bouncing back; it's about moving forward, innovating, and elevating our current selves. Keep spirits high, and remember, every great leader has faced setbacks. The Journey Ahead As job seekers, our journey is not just about finding a job; it's about seeking a platform where we can amplify our impact. Let us keep pushing industry boundaries. Summation It's not about finding the right door but crafting a new one through which only we can walk. Stay positive, sharpen your skills, and be relentless. The next great opportunity isn't just out there; it's being shaped by the actions we take today.

The sales team is the heart and soul of any company. In a sales team, not only do you need to hire the right people, who have a real passion for selling, you also need to train and motivate them to be beasts in the market. Though every organization is structured differently, there are essentially five types of sales roles: - Sales Development Rep - Sales Specialist - Account Executive - Customer Success -Representative Sales Manager Five Reasons Why You Should Invest in Hiring a Solid Sales Team 1. Boosting Revenue Imagine steering your organization towards success without effective sales. It's unthinkable! Building a strong sales team, filled with skilled and driven individuals, is the cornerstone of revenue growth. To unlock their full potential, it's essential to set clear Key Performance Indicators (KPIs) for your sales reps, focusing on meaningful conversations and successful closures. Effective communication is key: clearly articulating benefits, addressing objections, and sealing the deal can outshine any other strategy. 2. Managing Reputation Your company's reputation hinges on the quality of your sales representatives. They are the face of your organization, shaping how customers perceive you. A polished product not only reflects professionalism but also builds trust, establishing an enviable reputation. 3. Nurturing Relationships Sales representatives play a crucial role in fostering lasting relationships with customers. Strong client relations are the bedrock of increased revenue. By cultivating loyalty and positive connections, they pave the way for successful sales and enhance the company's image. Investing in their skills for rapport-building and follow-up pays off, yielding greater returns from established relationships compared to impersonal mass sales tactics. 4. Gaining New Perspectives Hiring skilled sales representatives isn't just about external perceptions; it's also about internal growth. Diverse perspectives breathe fresh life into your sales strategies, fostering innovation and driving business expansion. Embracing new faces and ideas can resolve longstanding issues, optimize team performance, and open doors to new markets. 5. Industry Expertise While industry knowledge is valuable, it's not the sole predictor of sales success. Prioritizing sales reps with a proven track record of revenue achievement and success is key. They bring more than just technical know-how; they bring tangible results.

Treating your sales territory as if you were the CEO of a corporation is not just a mindset; it's a strategic approach that can yield significant benefits and drive success in sales endeavors. Here's why it's essential: 1.     Ownership Mentality: Just as a CEO takes ownership of their company's performance, treating your sales territory as your own mini-corporation instills a sense of accountability and responsibility. You become personally invested in its success, driving you to go above and beyond to achieve results.  Remember, wholesaling is not a 9 – 5 job, it’s a career! 2.     Strategic Decision-Making: CEOs make strategic decisions based on data, market trends, and insights. Similarly, by adopting a CEO mindset, you'll analyze your sales territory meticulously, identifying opportunities, assessing competition, and devising strategic plans to maximize growth and profitability. 3.     Resource Allocation: Like a CEO allocates resources to different departments based on priorities, you'll allocate your time, energy, and resources strategically within your sales territory. By prioritizing high-potential accounts, prospects and clients, focusing on revenue-generating activities, and optimizing your sales processes, you'll maximize efficiency and effectiveness. 4.     Customer Focus: CEOs prioritize customer satisfaction and loyalty to drive long-term success. Similarly, wholesalers need to treat their clients as valued stakeholders, building strong relationships based on trust and integrity.  This will foster customer loyalty, retention, and advocacy, driving sustainable revenue growth. 5.     Innovation and Adaptability: CEOs lead their companies through innovation and adaptability and maximizing corporate resources to stay ahead of the curve. Likewise, in sales, embracing innovation, leveraging technology, and adapting to changing market dynamics are crucial for maintaining a competitive edge and seizing new opportunities within your territory. 6.     Leadership and Influence: CEOs inspire and motivate their teams to achieve greatness. As the "CEO" of your sales territory, you'll lead by example, mentor your internal support team members, and collaborate with other wholesalers to drive collective success. Your leadership and influence will not only elevate your performance but also positively impact the entire sales organization. Thomas Scuccimarra is an award winning wholesaler who has been leading and training sales teams for over 20 years.  He is the president of “Hardcore Wholesaling” where he conducts 2 day “Fast Track” wholesaling “Bootcamps” designed to close the experience and skill set gap between your company’s top performing wholesalers and those that have not yet reached their full potential. Contact him for more information at (310) 386-1434.

Empowering Sales Teams to Conquer the Impossible: The Kosoglow Approach In the realm of sales, Mark Kosoglow stands out as a beacon of innovation and empowerment. Unlike conventional wisdom, Kosoglow isn't interested in the low-hanging fruit. His focus? Equipping sales representatives with the tools and mindset to tackle the seemingly insurmountable challenges—the "impossible deals." In a landscape where many settle for the easy wins, Kosoglow's philosophy dares to defy the status quo. His approach isn't just about closing deals; it's about transforming the way sales teams perceive and approach obstacles. Here's how Kosoglow's strategies are reshaping the sales game: 1. **Cultivating a Growth Mindset**: Kosoglow instills in his team a belief that no deal is beyond reach. By fostering a growth mindset, he encourages reps to view challenges as opportunities for learning and development rather than insurmountable barriers. 2. **Strategic Resource Allocation**: Rather than spreading resources thinly across numerous prospects, Kosoglow advocates for a targeted approach. By concentrating efforts on high-value, high-potential opportunities, sales teams can maximize their impact and increase their chances of success. 3. **Embracing Innovation**: Kosoglow is a firm believer in the power of innovation to drive sales success. Whether it's leveraging cutting-edge technology or developing creative solutions to unique challenges, he encourages his team to think outside the box and embrace innovation as a means to overcome obstacles. 4. **Continuous Learning and Adaptation**: In the fast-paced world of sales, static strategies are a recipe for failure. Kosoglow emphasizes the importance of continuous learning and adaptation, urging his team to stay agile and responsive to evolving market dynamics and customer needs. 5. **Celebrating the Journey, Not Just the Destination**: While closing deals is undoubtedly important, Kosoglow reminds his team that success isn't just about the end result—it's about the journey. By celebrating the effort, resilience, and creativity that go into pursuing impossible deals, he fosters a culture of appreciation and motivation. In the world of sales, Mark Kosoglow is a visionary leader, challenging conventions and inspiring his team to reach new heights. By prioritizing the pursuit of impossible deals over the easy wins, he is reshaping the sales landscape and empowering his team to achieve greatness. #RemoteWork, #LeadershipDevelopment, #DigitalMarketing, #Sustainability

I find it frustrating to hear that sales professionals are still getting a bad reputation. We’ve all heard stories of pushy pitches or hard-sell tactics that give sales professionals a reputation they don’t deserve. But pause for a moment and ask: How often do we let these stories shape our view of ALL sales professionals? Having worked closely with many sales organisations—coaching at individual, team, and organisational levels—I see the challenges from all angles e.g. people, plans, processes, and performance. One thing that stands out is how prejudice impacts the sales professionals ability to connect with companies. It can often lead them to undervalue themselves, despite the immense skill, effort, and dedication they bring to their roles. The truth is, many sales professionals are trusted advisors, experts who care deeply about doing right by their customers. They’re not just selling; they’re listening, advising, by partnering with companies to help them to solve problems and challenges. Being a successful sales professional or relationship manager takes a lot of hard work requires an incredible combination of skills: confidence, industry knowledge, thorough research, adaptability, and the ability to build relationships across countless personality types. And here’s another mark of a good sales professional: they’ll walk away if it’s not the right fit. Good sales professionals aren’t interested in forcing a deal; they’re focused on delivering real value. They’re playing the long game, building trust and credibility that goes beyond a single transaction. This is one of the reasons why I’m so passionate about driving change. Many companies are already embracing a new approach, focusing on long-term behavioural shifts and coaching to empower their teams to do their best by their customers and themselves. It’s about creating lasting value, not just quick wins. But for this shift to succeed, we all have a part to play: - Let’s challenge our biases about sales and sales professionals. - Let’s recognise and celebrate good selling when we see it. To every sales professional out there: know that your work matters. Your ability to connect, advise, meet the needs of multiple stakeholders and deliver real value is extraordinary. And to organisations: the real transformation happens when you invest in your people—not just with tools, but with coaching, culture, and a genuine commitment to growth. Let’s change the narrative around sales together. What’s been your experience with great sales professionals, trusted partnerships, or building customer-first organisations? #growthmindset #salesexcellence #trustedadvisor