All the "how-to's" - straight from Bravado experts.
It’s insanity that anyone would want to think this way to begin with.
Imagine if it took you 100 dials to get in touch with a friend or colleague just to ask them a question... that’s literally what you’re doing when you prospect with this mindset of “dial, dial, dial and set an appointment.”
Your pitch is weak.
It’s mind numbing.
And all you want is an appointm...Show More
As a salesperson, you should shut up and listen to your prospect because it will make you more money.
This is fundamentally wrong in every sense of the word.
First of all...
If thats your thought process, the question's you'll be asking will reflect a self-serving motive.
Second of all...
Not practicing an altruistic form of active listening will lead to objectio...Show More
I actually get a chuckle out of this when I think about it.
Begin Scene --
Sales Rep: This product is groundbreaking, innovative, and disruptive.
It has helped X, Y, Z companies see a 200% increase in EVERYTHING!
Buyer: Can you guarantee it will work for me?
Sales Rep: Well see every business is different...
Buyer: But you said it would work for me..
Sales Rep:...Show More
When it comes to Sales Development, from my perspective, the most important conversation you can possibly have is one that centers on how you’re measuring, KPIing & comping your SDRs.
Before you talk about talk tracks, personalization at scale, competitors, playbooks, objection handling, enablement, training, buyer personas, battle cards, SPIFFs, PIPs, activi...Show More
Consume your sales information wisely.
There’s an overload of information and I realize I’m contributing to that problem.
Hopefully, you find value in these posts, if not, it’s ok to lie to me this time.
Here are a few things I’ve done to make sense of the noise.
1. What am I looking to learn about? Focus on one topic at a time
2. Who are the subject matter exper...Show More
Or do you have one year of experience repeated 5-10 times.
This. Right. Here.
I love this quote/question.
The sales industry is rampant with the 1 year experience repeated year after year type mindsets.
Reps and leaders say things like...
I know how to do this.
I have my own way.
I'm a natural.
I don't need to read/practice/review calls/etc
When I was a rep/SDR/mange...Show More
I'm starting a new sales enablement role in a global tech company. My main priority will be the initial onboarding and ramp time during a reps tenure.
Who are the best voices/resources I should be tapping into to learn more about building enablement programs and specifically onboarding programs with globally distributed teams?
I've been starting to...Show More
When Manny Medina was asked about Sales methodology on the Flip the Script tour, he said “Well, if it doesn’t scale, it means nothing”... And I’ll never forget it.
Things change in sales: new hooks, openers, tricks, gimmicks: ways to make your prospects feel heard, understood, ask tons of questions to make them feel warm & fuzzy..
But one thing that doesn...Show More