The Epic Leader of Epicor, Lisa Pope, is back for Round 2 with Randy. In today’s episode, Lisa focuses on how her company performed in sales, what they have learned from the pandemic, how the macroenvironment impacted their sales productivity, and her advice for people who are breaking into tech sales. Take a deep dive into Lisa’s insights by tuning in to this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY
LISA: LEARNING TO LEVERAGE IN TOOLS AT THE TIME OF COVID
“I think for us in terms of just our sales teams, they are busy, but I do think we did learn quite a bit during the pandemic, in terms of leveraging tools, like using video more often, and just all the qualification capabilities that we're doing, and then leveraging the ecosystem, I mentioned the selection consultants in private equity, but that's been a tremendous amount of lead generation for us that traditionally we would have to go and do ourselves, and so extending your ecosystem and really understanding how that can help drive your leads, and ultimately, your pipeline, I think is key.
LISA: DIVE DOWN AND LEARN
“My advice is to be really specific about your background and your skills, and if you don't feel that you know enough about a specific industry or a specific area, then take the time to really dive down and learn.”
Don’t miss out on our previous episode, and watch out for the next one!
Find out more about Lisa Pope in the links below:
This episode of Tech Sales Insights is brought to you by:
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E167 - Harmonizing Success: Bridging Business Goals with Technical Solutions for Optimal Wins featuring Rich Kucharski
E166 - Can AI Really Solve The Pipeline Problem? Featuring Lee Hacohen
E165 - Coaching Conversations: Human Behavior Change in Sales Coaching featuring Rachel Cossar
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E163 - Improving Outbound Cold Calling Pickup Rates featuring Joey Gilkey
E162 - Culture Eats Strategy for Lunch featuring Peter Trizzino
E161 - Generative AI and its Impact on the Customer Experience featuring Jennifer Quinlan
E160 - Is ERP Dead? Featuring Lisa Pope
E159 - Best Practices for Sales in Startups featuring Peter Bell
E158 - What’s Old Is New Again: Sales Fundamentals Are Weak featuring John Barrows
E157 - The Seller’s Journey featuring Richard Harris
E156 - How Generative AI Is Disrupting the IT Consulting Industry As We Know It featuring Mohamad Ali of IBM Consulting
E155 - How Outbound Sales is Broken and What Works Today featuring Collin Mitchell
E154 - The JOLT Effect: How High Performers Overcome Customer Indecision featuring Matt Dixon
E153 - Lessons Learned: Culture, Growth, Hiring, Forecasting, Career featuring David Schneider
E152 Winning Outbound Sequence Strategy with Sam Nelson
E151 - Evolution of the Customer Journey with John Byrne
E150 - The First 90 Days as a New Leader with Scott Strubel
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