How to Hit Sales Quota Every Year
Ask any sales Account Executive what the most stressful part of their job is, and almost all will tell you “hitting quota.” Compensation in sales consists of two parts: base salary, and commission. The split between the two will often vary but usually commission makes up a larger percentage as an incentive for sale reps […]
How to Negotiate Effectively
Let’s talk NEGOTIATION. Negotiation is a key component of selling. However, I find personal views and even the definition of negotiation can vary depending on the sales rep. For me, negotiating is not conflict, but collaboration. In the B2B sales world, it isn’t “my interests” vs. “your interests”. Although that does play a part, my […]
How to prepare for a sales interview
You’ve applied for a new sales role, and they’ve invited you in for an interview. Now what? Some interviewers will have a prepared interview format and questions, and others will have a more open-ended approach. It’s helpful to prepare for both just in case, especially if they don’t send you many details in advance. Here’s […]
The Best Ways to Generate New Leads
As a sales rep you are expected to generate new leads and create your own opportunities. Even if you have a dedicated Sales Development Representative assigned to you or your team, you’re likely still creating 95% of your own lead gen. The problem with lead gen, is that most sales reps hate doing it. The […]
Questions to Ask for Accurate Sales Forecasting
In my previous blog – Your Guide to Accurate Sales Forecasting, I discussed general principals to follow to accurately forecast your deals. The question then becomes – what questions do I need the answers to, in order to determine when my deal will close? I’m not a fan of scripts or checklists, but I do […]
Your Guide to Accurate Sales Forecasting
I’ve been in software sales for over 11 years and I pride myself on being able to accurately forecast my deals. When my leadership sees a deal in the pipeline with my name on it, they can be confident that it’s coming in. Don’t get me wrong, it hasn’t always been this way. It has […]
Tips for Delivering the Best Software Demo
Your software sales demo is a key part of the sales process. It is not the only part, and I would even dare say not even the most important part – but a bad demo can certainly kill your deal quickly. I have sat in on some bad demos in the past, either as an […]
Should You Join a Startup or a Big Company for Your Sales Role?
My sales blogs and guidance can generally be applied to any sales role, no matter what you are selling. However, I come from a primarily tech (software) sales background and therefore many of my posts are software specific. That being said, even “Software Sales” is a bit of a catch-all, since software sales varies greatly […]
Selling in the Client’s Best Interests
I truly believe in “serving” the client instead of “selling to” the client. However, that does not mean that I agree/comply with every client request that comes my way. Sometimes it’s quite the opposite! Serving the client means acting as their guide in their buying process, and in most cases what the client is asking […]
The Best Questions to Ask in a Discovery Call
The most important skill as a salesperson is not talking, but listening. Yet, so many sales reps worry that they won’t say the right things or they won’t have all the answers on a discovery call. That’s okay, that’s not the point. Sales is all about building relationships, and people want to be heard. The […]