Sales Secrets

Ever wondered how to create a winning culture based on performance? In this Episode, Shea Stringert, Sr. Director Platform Sales at AdRoll, discusses how he's helped Adroll achieve successful growth by creating a capacity model for hiring, a culture based on performance not politics, and a structured training program to progress reps in their careers. In this episode you'll learn: How to attract and hire the best talent Key KPIs you'll need to build a capacity model A phased-approach for skills training and milestone achievement The importance of systems and tools in your optimization journey Links and Resources Mentioned in This Episode: Shea's LInkedIn Profile Episode 3: Lessons Learned From Scaling A 100 Person Sales Development Team Episode 14: Using Sales Operations to Drive Productivity

Big data is shaping functions across almost every industry, but if you’re in a sales ops role, or looking to build one at your organization, how can the big data revolution help you? Our panel of experts will leverage their experience and discuss how data and sales ops are driving success at their companies. In this episode you'll learn: Which best practices to follow when applying data to generate insights for the business Creative ways to leverage data and data science to drive growth and productivity Simple steps you can take now to kick start B2B sales ops Links and Resources Mentioned in This Episode: Webinar Link Episode 2: What's All This Talk About Account-Based Sales Episode 4: Five Secrets to Closing Seven Figure Deals Episode 9: Account-Based Everything w/Patrick Schneidau

Tim Clarke, Director of Product Marketing at Salesforce, joins the Sales Acceleration experts to discuss how Salesforce is helping to drive the sales conversation. We're going to talk about Salesforce's strategy and Tim's lessons learned to win at the top of the funnel with content and live events. In this episode you'll learn: How to run a top of funnel strategy that stays away from product and focuses on best-practices Key questions Salesforce asks it self when creating top of funnel content Killer ideas on creating a content repository that people will actually consume The importance of quality over quantity Thinking through how to create a differentiated live event strategy Links and Resources Mentioned in This Episode: Quotable Blog Sales Machine Live Event Episode 12: How I Broke the Rules and Doubled Oracles' Inside Sales Revenues Episode 8: Boost Sales 30% by Integrating Social Selling into Your Traditional Sales Process

In this episode, Dan Freund SVP of Sales at InsideSales.com explains how he transformed OracleDirect into one of the top Inside Sales organizations in the industry by growing the division from $700M to $1.2B and doubling the organization to 2000+ people. Dan Freund ran one of the country's largest inside sales teams during his 19 years with Oracle. A true industry champion, Dan's methods, Dan's methods for challenging the rules of sales and innovating the way teams sell innovating the way teams sell boosted OracleDirect's revenues from 700 million to $1.2 billion in just 5 years. In this session you will learn: Three game-changing sales ideas you can apply to your organization Dan's innovative models that will transform your inside sales teams How to create and implement repeatable processes that will deliver consistent revenue growth

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Prospecting has become old and stale. New and innovative ideas are required to keep prospects interested. In this episode Brayden Young, Co-Founder of CoffeeSender, breaks down his experience prospecting and what he's learned starting CoffeeSender. Why prospecting has changed over the years The most successful outreach strategies Biggest mistakes in sales Promo code: inside sales

Understanding which LinkedIn activities are driving new business is a question that often plagues sales leaders. And, just like any other sales activity, you can’t manage what you can’t measure, so clarity on which KPIs are meaningful is where to begin. In this episode we review Brynne Tillman's webinar with InsideSales.com as she dives into to making visibility into social selling happen. Growing the LinkedIn Network with the Right Stakeholders Converting New Connections to Conversations Sharing Relevant Content Engaging on Other’s Activities that Takes it Offline Client and Centers of Influence Referrals LinkedIn KPI Workbook

Account-Based Everything is the talk but how do you actually do it? In this episode Patrick Scheidau talks about lessons learns as CMO of PROS as they've practiced an account-based approach. How do you structure an organization where account-based sales can be successful What are some different tactics to apply an account-based sales model What tools are most effective when applying an account-based approach

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Social selling can be misleading. Reps can't just social sell. The best reps have learned to infuse social selling into their day-to-day sales process. In this episode, Gabe Villamizar talks about how he's coached hundreds of companies to use traditional as well as new age social tactics to find, engage, and close more deals. Is social selling real? For most companies it is not because they've tried and failed. But, my feeling is they've tried to do it the wrong way. What is the current state of social selling? The buyer has changed and the buying cycle has changed. What is social selling? Social selling is using social media channels to accelerate the sales process. That means to identity, engage, and close deals as fast as possible. Which social selling KPIs should companies be measuring? There are currently not great apps to track social activities so you need customize your CRM to ensure acti

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Sales people waste a lot of time doing random tasks. Sales reps attempt to manage their time but become overwhelmed by long lists and outside distractions. A lot of companies sign their reps up for time management courses only to have great habits disappear. In this episode, Amanda Holmes, CEO of Chet Holmes International, talks about the book "The Ultimate Sales Machine" and dives deep into time management techniques to boost sales productivity immediately. Here is the six step process Amanda recommends. As Chet says, "Don’t think about if you’ve heard them before, think about if you are applying the discipline to implement them." Step One - Touch It Once How many times have you looked at an email and left it right at the top of your inbox only to come back a few minutes later to do something with it? Don't redo tasks. Touch it once and move on to your next activity. Step Two:

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Prospecting is one of the toughest jobs in sales and many reps and companies are confused about how to best approach this difficult task. James Carbary and Sweetfish Media have the answer. In this episode, James Carbary discusses his 12-step process to help companies perform targeted prospecting and marketing to achieve revenue goals. Step 1 - Prospecting Being creative enough and disciplined enough to generate content is hard. James' approach to this obstacle is to let us others create content for you by allowing guests to choose the topic and share their content. Step 2 - Outreach People rarely answer email especially when it's cold. People almost always answer when reaching out and asking people to participate in an industry leading podcast. It's mutually beneficial to you and your prospect. The key is to keep the reach out simple and don't overcomplicate it. Step 3 - Follow Up Don't get frust

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen David Rudnitsky, SVP of Enterprise Sales at InsideSales.com, discusses the principles he's learned over his sales career to close large enterprise deals. Dave's methodology has been honed over the years and was featured in Marc Benioff's book, Behind the Cloud, to describe how Salesforce.com was able to achieve unparalleled success in the enterprise space. 1) Think Big; Have Attitude, Go High -Thinking BIG and having a winning attitude inspires confidence -Thinking BIG and having a winning attitude allows you to play high 2) No Deal is Won or Lost Alone -Enterprise Sales is a team sport, not a spectator sport; it’s a contact sport 3) Connect the Dots: Never Dial for Dollars! Never Cold Call! -Always call with a plan; social due diligence = never having to cold call -Always call/connect as high as possible in an organization 4) Focus on "Why Not" -Find 5 to 6 reasons/red flags why it might

News Tech Disruptor 50 InsideSales.com is #31 http://www.cnbc.com/2016/06/07/insidesalescom-2016-disruptor-50.html Microsoft Purchase of LinkedIn http://www.nytimes.com/2016/06/14/business/dealbook/microsoft-to-buy-linkedin-for-26-2-billion.html Overview The latest InsideSales.com research suggests deal sizes have grown more than 5.5 percent, meaning companies are moving upstream and chasing bigger deals. In this new sales environment, applying the same tactics you used before won’t produce success. A different approach, a different process and different systems are all required to hunt whales. After more than 200 sales consultations, Gabe has discovered five secrets to closing bigger deals. The Business Growth Index The InsideSales.com Business Growth Index is a comprehensive research report that reveals important indicators of sales confidence, sales priorities and the impact of technology on a company’s sales performance and bottom line. A key finding from the BGI Study is that companies are going whal

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Apttus provides quote to cash solutions on the Apttus intelligence cloud. Since it's inception in 2006 Apttus has experienced rapid growth and was valued in 2016 at over one-billion dollars. Bootstrapping in the early days the company started with one and grew to 100 sales development reps in 18 months. Kent Venook, Director of Global Sales Development discusses his six lessons learned from accomplishing this amazing task. 1) Standardization of process In the early days, reps were each doing their own thing. It was more of a cowboy town than a well-oiled machine. Visualizing the process on a white-board and looking for areas of optimization, the team was able to move to a scalable process that each rep followed. 2) Key KPIs After a lot of debate, the team standardized on sales accepted opportunities as the primary metric to have sales development reps focus on. Although, Apttus runs an account-base

There is a lot of buzz in the Sales Acceleration space about Account-Based Sales. In this episode we breakdown why people are even talking about it, what it really means, and who this strategy is right for. Why Are We Talking About Account-Based Sales? It's a surprise we're talking about Account-Based Sales but you can't deny it, you have to embrace it. Breaking Down the Definition of Account-Based Sales Prospecting Prospecting is the first part of Account-Based Sales. We define it so we can better understand how to execute it. What Are the Reasons for the Reawakening of Account-Based Strategies? There are multiple reasons but we narrow it down to three. **Who Is the Account-Based Model Right For? This model is not right for everyone and frankly, most organizations need to be open to running multiple types of models. Who Owns the Account-Based Initiative? If everybody is owning different parts of the account-based strategy, who ultimately owns it? The Evolution of the Account-Based Model You can't start at 60

Overview There are a lot of buzzwords in the sales acceleration space: big data, gamification, social selling, etc. Although we may use these terms not everybody understands what we are referring to. In this episode, we define what Sales Acceleration means and discuss important topics that will be addressed on this show around the areas of Demand Generation, Sales, and Sales Operations. Definition of Sales Acceleration Marketing and marketing automation owns the idea of generating leads and lists. CRM’s own the opportunities and the idea of closing deals. Sales Acceleration increases the velocity of your sales process. Demand Generation Key topics we'll discuss in this show around demand generation include: Generating leads and lists, building a content strategy, developing offers, scoring prospects, and building campaigns. Sales Key topics we'll discuss in this show around sales include: sales structure, hiring, prioritization, cadence, motivation, pipeline management and forecasting Sales Operations Key top