Sales Subteams
4 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
Many of the large research firms (ex: Gartner) and other smaller societies exist. They put out interesting reports, whitepapers, and findings that showcase new enablement technology, sales trends, and changes in the learning space. I'd recommend: * Check-out new & topical books * Subscribe ......Read More
1123 Views
3 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: * Divide new sellers into 'cohorts' * Measure their metrics against more tenured seller cohorts * Understand trends that support or refute y......Read More
760 Views
3 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
Sales is an ever-evolving sport and there is no sitting on your laurels if you want to stay ahead. Companies are constantly on the look-out for cutting edge technology to train & tune sales skills, increase industry knowledge, and show-up well in-front of customers. Adoption of new tools, tac......Read More
1122 Views
4 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
Great question & cross-functional support is paramount to success. My best recommendation: * Find common areas of overlap or shared interest * Align on the outcomes you both want to impact * Setup a 'stand-up' cadence (weekly/bi-weekly) On more extensive efforts, a project manager can be hel......Read More
890 Views
3 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
I enjoy companies that operate from a set of core values & principles. Step one is to call out learning as core to the business's success. Next, you should consider: * Praising knowledge sharing * Driving a learning culture from the top-down * Offering easy ways for people to share their ......Read More
1524 Views
2 Answers
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
1051 Views
1 Answer
Jessica Holmes
Adobe Director, Adobe Sales Academy • January 18
The timeline for starting a nurture campaign and the frequency of touch points can vary based on factors such as your industry, sales cycle length, and the specific needs of your target audience. However, here are some general guidelines to consider: * Initiate immediate touch points with a wel......Read More
1096 Views
2 Answers
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Invest in data science to understand the type of customers that are purchasing your solution, look at why you are winning and more importantly where you are losing. Then start to apply this logic to your inbound leads, I ask my reps to have several leading indicators for success, for example, is ......Read More
1277 Views
1 Answer
Jessica Holmes
Adobe Director, Adobe Sales Academy • January 18
A strategic and automated nurture campaign aims to engage and educate prospects, guiding them towards a purchasing decision. A successful campaign will: * Understand your target audience and tailor your campaign to their buyer's journey * Provide personalized content, offer educational re......Read More
603 Views
3 Answers
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
It's extremely important to build a network across the sales industry either by joining user groups or reaching out to your peers at other companies and asking for a " coffee chat " to understand how they are tackling the challenges and where they see opportunity. I also belief in asking new star......Read More
1173 Views