In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent.
That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on?
Most sales reps actually know what to do — that has been drilled into them over and over. They need help understanding the why (and even the how) behind the what. Today, I’m talking with Vendition’s Ashleigh Early about this exact challenge and what both reps and leaders can do to fill the void with context and personalization.
Links Range: Why Generalists Triumph in a Specialized World by David Epstein https://amzn.to/2QEOIkL Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek https://amzn.to/2QCbslr[CLASSICS] 044: Lauren Wadsworth | Just Push Play: Using Video for Face-to-Face Outreach
120: Allen Hammer | Know When It’s Time to Walk Away
119: Corn George | Fear, Vulnerability, and Failure: Why it is an Option
118: #AskJB - Happy New Year
117: Making a List, Checking it Twice
116: Frank Schneider | Do Your Homework: Shifting the Burden Off Your Buyers
[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It
115: Ryan Arnett | Fluently Speaking Multiple Sales Languages
114: Amy Volas | Why Too Much Discovery Can Hurt You
113: Jim Brown | Being Thankful: The Grass is NOT Always Greener
112: Jorge Lana | How Local Cultures Influence the Sales Process
111: Scott Brown | Mastering Messaging and Putting Your Audience First
[CLASSICS] 029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light
110: Carson Heady | Delivering Value by Becoming a Prospect’s Advocate
109: Jermaine Edwards | Uncovering Truth: Selling to Someone's Multiple Layers
108: David Lefever | Starting from Scratch and Proving the Naysayers Wrong
107: Wes Schaeffer | Showing Up Without Assumption
106: Lucy MacCallum | Be Your Genuine Self with Pleasant Persistence
[CLASSICS] 037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting
105: Craig Storie | Land and Expand: Connecting the Human Network
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