Sean's Sales Vitamins
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Introducing the New Sandler Submarine

Introducing the 2016 Next-Generation, Nuclear-Powered Sandler Submarine… Sandler principles are rock solid and timeless. However, the expression and execution of the Sandler Selling System are constantly evolving with changing times to stay relevant with current technologies and trends in business. As our world-famous Sandler Submarine approaches its 50th birthday, we thought it was time to give it a new look.
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Four Questions to Help You Overcome Procrastination

Four Questions to Help You Overcome Procrastination | Sean's Sales Vitamins | Scoop.it
Procrastination is like a voice in your head giving you several seemingly valid reasons to avoid doing something. Usually it’s tough to summon a counterargument to overcome it. So instead of shouting over that voice telling you to put something off until later, why not ask it a question?
Sean Goldie's insight:

These 4 questions can apply to every deal you run as well!

 

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| Note To SDR’s (Sales Development Reps) Your Job Is Arguably The Most Important Job In SalesA Sales Guy's Sales Blog

| Note To SDR’s (Sales Development Reps) Your Job Is Arguably The Most Important Job In SalesA Sales Guy's Sales Blog | Sean's Sales Vitamins | Scoop.it
All posts by Keenan, THE Sales Guy & Author of Not Taught
Sean Goldie's insight:

Do your prospects actually want to meet with your sales people...they should!

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WHAT IS PEER LEARNING AND WHY IS IT IMPORTANT?

Tomorrow's Professor - Desk-Top Faculty Development, One Hundred Times A Year
Sean Goldie's insight:

Very interesting topic in regards to ramping sales reps!

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What Is Sales Enablement? [Infographic]

What Is Sales Enablement? [Infographic] | Sean's Sales Vitamins | Scoop.it
If you've wondered "what is sales enablement, anyway?" you're not alone. Get the definition in this infographic.

Via Pantelis Chiotellis
Sean Goldie's insight:

Great infographic on Sales enablement!

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Dean Ryan G. Martin's curator insight, October 28, 2014 9:47 AM

Now I understand. It's sales En-Able-Ment. It focuses on ability. 

Andrea Rodriguez's curator insight, November 25, 2014 8:04 PM

Infographic on What is Sales Enablement

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How to Create a Sales Enablement Culture for B2B - CMO Essentials

How to Create a Sales Enablement Culture for B2B - CMO Essentials | Sean's Sales Vitamins | Scoop.it

Digest...


Here are some points to consider when creating a sales enablement function in your B2B company, or when adding sales enablement responsibilities to current sales and marketing executives.


1. Have A Strong Understanding Of Your Company Culture And How It Impacts The Grouping Of Your Sales And Marketing Teams.

Start actively creating an amicable bond between the department heads and execs.  This may sound challenging, but sales effectiveness research shows that 72% of top performing sales organizations report having strong or outstanding teamwork already in place, so it’s clearly in your company’s best interest.

 

2. Hold A Sales Journey Pow-Wow.

Set up a comprehensive sales and marketing pow-wow when you’re re-organizing the sales enablement process. Sit down both marketing and sales in one room, and have both departments map out the customer journey together, including buyer personas, and delegate the responsibilities of each department along the way as well. From an analytical standpoint, these meetings should provide measurable insights into both departments — especially as sales enablement research shows that 60% of Best-in-Class marketing teams have extensive insight into sales activities, and 73% of Best-in-Class sales teams have insight into marketing activities and marketing automation.

 

3. Celebrate Victories Together.

At the end of the month or quarter, both marketing and sales should produce a report outlining their successes. These reports should also note the challenges from that month or quarter, and why they were significant. Send the report out via email and allow employees to take their time going through the report and then schedule a follow-up meeting.  Use this time to discuss that quarter or month and use a whiteboard to agree on three key takeaways from sales and marketing’s efforts and set goals for the next time period.

 

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Via marketingIO
Sean Goldie's insight:

You must promote and  embrace shared success to create the right environment/culture!

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marketingIO's curator insight, November 10, 2014 3:29 PM

Note that #2 needs to occur BEFORE implementing your plans, especially your MAP plans. Get everyone on the same page!

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The One Thing Every Sales Email Needs, But is Lacking | A Sales Guy | A Sales Blog | Sales Consulting

The One Thing Every Sales Email Needs, But is Lacking | A Sales Guy | A Sales Blog | Sales Consulting | Sean's Sales Vitamins | Scoop.it
One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. And to make matters worse, their company, their sales organization isn't helping them out. At the beginning of every sales process there is an ask, every sale starts with an email or phone request asking to meet with a prospective buyer. This "request" is a request for the buyer's time.  The SDR asks the buyer for 15, 30, 60 minutes of their time.  On the surface, this appears to be an innocuous request, but here's the problem. In almost EVERY case, the SDR, and therefore, the company isn't providing enough value for the thirty minutes they're asking for.   This is a big problem. Make no mistake people, when you ask someone for 30 minutes, you're entering into an agreement, a transaction of time for something in exchange and therefore, you better be sure that something is of equal or
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Everyone Should Know This Simple LinkedIn Trick

Everyone Should Know This Simple LinkedIn Trick | Sean's Sales Vitamins | Scoop.it
An easy useful strategy for the next time you're on a conference call.
Sean Goldie's insight:

good tip, you can also use and app called Refresh!

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The Dirty Dozen: Finding And Fixing Company Culture

The Dirty Dozen: Finding And Fixing Company Culture | Sean's Sales Vitamins | Scoop.it
Sometimes, a company stops growing when its leader’s gifts are no longer enough to effectively manage the business. It’s no surprise then that one of the biggest impediments to a healthy business is poor organizational health, which stems from poor leadership. When a culture of blame and excuses permeates a company, it can paralyze it.
Sean Goldie's insight:

Working on my leadership self toady!

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10 Technologies for Outbound - Predictable Revenue

10 Technologies for Outbound  - Predictable Revenue | Sean's Sales Vitamins | Scoop.it
* Aaron’s Note: Max Altschuler founded Sales Hacker Inc, and I got to meet him by keynoting the original Sales Hacker Conference (my daughter Aurora and I wrote a post about it, How To Make A Boring [To a Kid] Conference Fun).  Previously he was the first sales hire at Udemy, and the VP of Business Development at AttorneyFee (acquired …
Sean Goldie's insight:
Refresh is pretty slick!
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Prospecting: Timing is (Almost) Everything

Prospecting: Timing is (Almost) Everything | Sean's Sales Vitamins | Scoop.it
Prospecting requires discipline — and time. And since there a million demands on our day, routinely blocking out time each week to make those prospecting calls is a great way to stay organized. Let’s say you make your prospecting calls on Tuesday mornings. Every Tuesday you grab a cup of...
Sean Goldie's insight:
I love the T.O.P. concept, so simple! Thanks @topsalesdog
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How to Optimise Your LinkedIn Profile for Social Selling

How to Optimise Your LinkedIn Profile for Social Selling | Sean's Sales Vitamins | Scoop.it
We're all in sales now, says Daniel Pink. That means your LinkedIn profile needs to be optimised for social selling. Here are 10 tips to get you started.
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Getting Your Sales Team Ready for the Season: 5 Successful Strategies To Increase Your Batting Average

Getting Your Sales Team Ready for the Season: 5 Successful Strategies To Increase Your Batting Average | Sean's Sales Vitamins | Scoop.it
With Major League Baseball’s spring training now in full swing, I can’t help but notice the similarities between America’s favorite pastime and sales.
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Selling to CIOs

Selling to CIOs | Sean's Sales Vitamins | Scoop.it
Selling to CIOs can be tough, but Walker Sands offers a proven approach that has worked for top tech companies around the workld. Check out these helpful tips or contact us today to learn how we can improve your CIO sales results.
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Management by Serving Suggestion: How To Guarantee Sales Development Non-performance

Management by Serving Suggestion: How To Guarantee Sales Development Non-performance | Sean's Sales Vitamins | Scoop.it
“Management by Serving Suggestion” is a phrase that jumped off my tongue at the end of a visit to one of our customers, who will remain anonymous for obvious reasons. I was trying to capture what it was that bothered…
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Do Sales Training Events Really Work? | SBI

Do Sales Training Events Really Work? | SBI | Sean's Sales Vitamins | Scoop.it
Sales training events fail because of three major reasons. Find out what to avoid and the event will have a positive return.
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To Better Meet Tech Buyer Expectations, Develop Role-Based Sales Enablement - Gartner

If a customer’s buying journey (and your corresponding sales process) is complex and you’ve reached a stage in growth and maturity to warrant hiring specialized sales roles including pre-sales, lead development reps, hunters, farmers, industry or domain experts and overlays, then you have a set of people with vastly different needs in what they should learn and what content they should read. But far too often, sales enablement strategies fail to take this specialization into account. Training and content are primarily designed for the hunters, since they have the most prominent role in acquiring new logos. When the strategy is more specialized, it becomes two-track, where more technical training is delivered and content created for the sales engineer. But that strategy still leaves out a wide range of customer-facing individuals, including those that are viewed as highly influential by prospects.

The ideal approach is one that looks at all the different roles involved in the sales process and designs training and content specifically for each of them.


MarTech requires constant optimization to continually squeeze ever improving performance. No time for continual CRO? Contact us.


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marketingIO's curator insight, May 18, 2015 9:42 PM

Nice to have, and eventually it'll be a should have.

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“Value” What the F%*K Does That Mean? Why Value is Today’s Dumbest Buzzword | A Sales Guy | A Sales Blog | Sales Consulting

“Value” What the F%*K Does That Mean? Why Value is Today’s Dumbest Buzzword | A Sales Guy | A Sales Blog | Sales Consulting | Sean's Sales Vitamins | Scoop.it
Value is the business buzzword of the 21st Century. Value isn't a buzzword, but an agreement or transaction and knowing how to define value is key to selling.
Sean Goldie's insight:

I couldn't agree more! Great points!


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Never Ask ‘Does That Make Sense?’

Never Ask ‘Does That Make Sense?’ | Sean's Sales Vitamins | Scoop.it
Just as a chef is attuned to the subtleties of flavor and trends in the culinary arts, a presentation coach is attuned to the subtleties of language and trends in the communication art. One trend I’ve noted recently is the expression, “Does that make sense?” often used by a speaker during a conversation — or […]
Sean Goldie's insight:

This is definitely one of my fillers that I need to change!


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5 Simple Techniques to Get Your Prospect to Sign the Deal

5 Simple Techniques to Get Your Prospect to Sign the Deal | Sean's Sales Vitamins | Scoop.it
In a recent blog post, one of Jim Keenan's clients shared an enlightening quote: The longest distance in sales is the distance between the lips and the pen In other words, a simple "Yes" doesn't me...
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SAPVoice: Great Satire and Marketing Take Care of "Unfinished Business"

SAPVoice: Great Satire and Marketing Take Care of "Unfinished Business" | Sean's Sales Vitamins | Scoop.it
Satire is best when everyone can laugh. Such is the case with a marketing campaign for the movie Unfinished Business, which opens today. Vince Vaughn, Tom Wilkinson and Dave Franco strike the poses we know so well from stock photos -- those generic images adorning white papers, clickbait and yes, even blog [...]
Sean Goldie's insight:
can't wait to use these stock photo's!
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Small Business Spotlight: 5 Ways to Grow Even Faster in 2015

Small Business Spotlight: 5 Ways to Grow Even Faster in 2015 | Sean's Sales Vitamins | Scoop.it
Recurring revenue businesses have pros and cons. One of the biggest cons is it’s just so hard to get to that first million in revenue. If you charge, say, $10 a month for your SaaS product, then just to get to $1 million in ARR (annual recurring revenues) … you...
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6 Steps to Launching Your Social Sales Campaign on LinkedIn (Infographic)

6 Steps to Launching Your Social Sales Campaign on LinkedIn (Infographic) | Sean's Sales Vitamins | Scoop.it
Selling via social media cuts down on dreaded cold calls and drives up sales. Here's how to get started fast.
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