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/2QCbslr085: Doug Landis | Enterprise Sales: Painting the Picture of What’s Possible
084: David Priemer | Standing Out in the Sea of Sameness
083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice
082: Eric Pratt | In the Evolving Buyer’s Journey, Don’t Assume You’re at the Beginning
081: Brandon Bruce | Preparation and Endurance Enable Success
080: Mike Donnelly | Lift vs. Propulsion: What Physics Can Teach Us About Sales
079: Adam Schoenfeld | Lessons Learned Going From CEO to SDR
078: David Cancel | Prospects Want to Talk to the One Who Understands
077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
076: Max Altschuler | Hacking Sales: Doing More with Less
075: Scott Ingram | Believe in the Process, the Product, and Yourself
074: Pat Rodgers | Building Accountability and Follow Through in Sales Coaching
073: James Purvis | Become a Resource Hog to Close More Deals
072: Trong Nguyen | Mastering the Craft of $100M Sales Opportunities
071: John Jackson | Breaking Through with Voice in a World of Automation
070: Jill Konrath | Playing the Thinking Game and Becoming a Sales Sponge
069: The 12 Days of Christmas
068: Dale Dupree | Give to Get: Breaking Down Real Human Emotion
067: Pete Caputa | Own the Process: Tips From Building a $100M Channel
066: Chris Voss | Negotiating as if Your Life Depended on It
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