Sales Words of Wisdom
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
Sales Words of Wisdom
As we get underway into a new year of selling, there are a lot of different areas that change as sales professionals; new quotas, comp plans, territories, leaders, etc.
How can we best block the noise, both as individual sellers and sales orgs, to focus on what matters most?
John Judge shares some great nuggets with us to help be a better leader and sell more.
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Tech Sales Insights LIVE
Join Randy on Monday, January 18th at 4:15PM EST for Tech Sales Insights LIVE featuring David Nour, CEO of The Nour Group:
“My advice for women is you can do anything you dream of, honestly, if I can do it, you can do it. It is there for you, and you, if you give yourself the credit that you deserve, and you have sponsors that I'm sure you will have around you, you can do anything.”
-Bethany Mayer
⭐️⭐️⭐️⭐️⭐️ → 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
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Randy's Tips to Sell More 👉 Excerpts from Your Go-To Sales Advisor
Sales Words of Wisdom
By John Judge
What the Idea Is: Sales words of wisdom
Why It Is Valuable: Applying these nuggets of wisdom will help you be a better leader and sell more.
How It Works:
Interviewing
You need to show that you have a history of being “chosen,” and that the people who chose you looked good because of it. Weaving this into your dialog in an interview not only shows the interviewer that they are “not alone” in selecting you as a candidate, but also that they could be the beneficiary of moving their personal career along by choosing you!
Difficult Conversations
Leaders need to embrace the hard conversations, know how to start them, and know how to make them productive. Avoidance of difficult conver- sations trades short-term discomfort for long-term dysfunction. I have a methodology and training on how to embrace difficult conversations.
Promote from Within
BDRs should become sales reps. Reps should be promoted to team leaders, team leaders should be promoted to managers, and so on. Creating a culture where career growth is not only a priority but a visible reality improves engagement and tenure and limits new-hire mistakes.
98 Percent Meritocracy and 2 Percent Dictatorship
For several years I’ve made a proclamation about how I plan to run any team I’m responsible for. For the vast majority of time, best ideas, best work, and best results will rule the day, no matter who you are. If you are engaged, work hard, and deliver results, you will be noticed. Every once in a while I have to be a leader, make a call, and expect the team to fall in line. I don’t do that often; but when I do, it’s the law.
Objection Handling
I have a proven methodology for handling objections that works. (I got much of it by pulling from the ideas of many others.) Here it is: acknowledge-clarify-collect-challenge-redirect or reply.
Instrument Your Business
What are your leading indicators to success? Find a way to measure them. Know the conversion metrics (demo to close, etc.) for the team and for every individual on the team. Publish them with full transparency. Data then drives your coaching. You’ll have more predictability to your marketing and sales funnel. It must be automated in your CRM—no spreadsheets!
Take the Time to Show You Care
You especially need to do this during the COVID-19 pandemic; however, it’s always needed in a well-run team. Do the right thing, and you earn trust. Do your best every day, and you will demonstrate a commitment to excellence. And don’t just take the time to show you care about your people because they crush quota, but also because they are human beings who appreciate being cared for.