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Roee Zelcer
TikTok Head of Sales, Products & Services • February 9
Naturally, in most cases, sales teams are mainly measured against revenue. This could come in many forms such as potential revenue such as leads, MQLs, SQLs, etc., or actual revenue from active and existing clients. I think there is one main KPI that is commonly overlooked, and that is the qualit......Read More
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Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
First off, for those serious about a career change to sales, I would start off by building (or rebuilding) your network. This can be done is a number of ways including: - attending conferences and industry training events (virtual or in person) - focus on joining relevant industry and/or co......Read More
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In my experience, the best sales candidates are not necessarily people with the most years of sales experience. I've noticed the best sales candidates all have these qualities in common: * Insanely Driven and Hard-Working (folks who are intrinsically motivated to double down on KPIs to excee......Read More
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Jessica Holmes
Adobe Director, Adobe Sales Academy • August 29
One of the biggest frustrations in sales is handling all the requests and tasks you have, which compete for your time and attention: * You need to do what your prospects/customers require so you can move the deal forward. * You need to do what your manager has asked of you (all those CRM u......Read More
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Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 25
In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency into the health of the business, aligns individuals within the company more closely to the voice of the customer, and enables you ......Read More
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Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: * Inbound request for enablement * Substantiate with data (where & when possible) * Identify outcomes to measure & impact * Understand if the gap is: skill, will, or knowledge * Define l......Read More
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George Cerny
Iterable VP, Growth Sales, B2B2C Sales & LATAM • November 15
Since nearly everything is quantified in sales, OKR's can sometimes come across as redundant and inconvenient to manage to the uninitiated. But OKR's are an amazing vehicle to drive focus on the core strategic initiatives that will generate greater success, and gain cross-functional alignment,......Read More
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Brandon Love
Salesforce Regional Sales Director • October 11
To effectively manage complex deal structures and negotiations, it boils down to a deep understanding of the customer's objectives and their timeline for achieving them, and most importantly which internal resources they will need to progress the opportunity. Once we've identified the "when," the......Read More
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Maria White
Cornerstone OnDemand Vice President Sales Enablement and Education • April 6
During your Q4 working with sales leaders and operations your sales kick off should be the launch pad for your sales content and strategy for the year by supporting the company revenue goals and big bets for that year. What I have found to be very successful by conducting quarterly enablement rev......Read More
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Michael A. Rosenberg
RocketReach VP, Sales • May 24
I avoid burnout in 3 ways: 1. Make your job easier by always having pipeline ready to go. Burnout is most common when a rep feels they need to start over, and then think that maybe they should just start over somewhere else. Always have good prospects to call, pipeline to win, or ......Read More
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