Mark Stephenson is back for one last round with Randy in this latest episode of Tech Sales Insights. In today’s discussion, Mark talks about different ICPs in different industries, tips for sales leaders looking to hire new talent, the flag method of candidates, and finding the best customers by looking at who needs your product the most. Stay tuned until the end to learn the best from Mark.
INSIGHTS OF THE DAY
MARK: A SALES LEADER’S ROLE IN HIRING
“The key is not HR, but the sales leader should define what the spec is for an AE or a BDR. Anybody who's a sales leader anywhere in their role, not HR, you need to define the spec that you're going for. If you don't do it in granular detail, then you're gonna get hornswoggled by somebody that's a fast talker that you like that is outside of your spec, classic blunder in hiring.”
MARK: HIGHEST NEED, BEST CUSTOMER
“You want to focus on customers that have the highest need for what you have, that they're going to be able to adopt and expand with you, and you could build a great business around it.”
Don’t miss out on our previous episodes and watch out for the next ones!
Find out more about Mark Stephenson in the links below:
This episode of Tech Sales Insights is brought to you by:
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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
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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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