If You Choose Sales Development as Your Profession, then Represent

If You Choose Sales Development, then Represent

Live from Dreamforce 2014

For technology fans, this year’s Dreamforce conference was off the charts. Bruno Mars and Cake performed, Tony Robbins kept everyone inspired and out of their seats; and influencers from Neil Young to Marc Andreessen to Reid Hoffman graced the stage.

Meanwhile, exhibitors like InsideSales.com hosted a number of Sales Experts, speaking on a wide range of sales topics. It was an honor joining the likes of Trish Bertuzzi, Anthony Iannarino, Jill Rowley, Barry Trailer, Kyle Porter, and Ken Krogue (to name a few) to share thoughts on our beloved profession.

They are all esteemed representatives of Sales and Sales Development, which fell right in line with the theme of my presentation: If You’re in Sales Development, Then You Must Represent.

“Representing” means leading by example, showing Sales and Sales Development in the best light, and serving the ecosystem. If you’ve chosen this as YOUR profession, then represent us well.

How to Kill It in Sales in Q4

This was written to promote two different webinars.  – Wednesday, October 22, 2014 hosted by BrightTALK.
 – Thursday, October 23, 2014 hosted by Data.com

The Secret: Plan Your Work and Work Your Plan

4899931October is a special month for sales teams. Most companies in the US follow a calendar fiscal year, and see October as a start to the final quarter of the year (Q4). This is when sales teams need to close-out deals and finish the year strong. At the same time, sales plans and Quarterly Business Reviews need preparation, to ensure the coming year starts right. No matter how you look at it, October is when salespeople need to plan their work and work their plan.

Think and act with these mindsets, and you’ll kill it in Q4.

Everything is Urgent

Major events like OpenWorld and Dreamforce BOTH occur in October; and each carves a week out of attendees’ schedules. People return to the office with maybe six weeks left in the quarter. December is typically when businesses wrap-up the year and head out for the holidays (which makes scheduling a meeting difficult).
  • Whip your email inbox into shape. Invest time responding to the most important messages, deleting the irrelevant ones, and organizing the others.
  • Schedule same-day or same-week appointments. Don’t procrastinate! Whether following-up on inbound leads or prospecting into an account, suggest meeting with the prospect that afternoon, or just 1-2 days later. After all, you’re just as booked as everyone else.
  • Walk faster. That’s right. When you put pep in your step, and literally pick up your pace, you generate a sense of hustle that becomes infectious to everyone around you.

Make Each Week Super Productive

There’s no time to screw around in Q4. Hack away at the unessential and tackle the tasks that will move you forward. Plan your success.
  • Take a “bookends” approach to the week: Mondays and Fridays are for internal meetings, research, and administrative work; Tuesdays to Thursdays are for sacred prospecting and meetings with prospects and customers.
  • Zero-in on who and what are most important. Talk to people you must contact or hear from to get things done.

See the Ball, Hit the Ball

People already know what’s required to win, but most don’t do that stuff. If you had a crappy year in sales, then create new habits, new rituals. Act like the best and you will become the best.
  • Select tools that will fine-tune the machine that is you. From Evernote to Momentum to Outlook, there’s a bottomless toolbox of technologies that will help.
  • Simply decide to finish the year strong. There are so many helpful ways to make it happen, so pick a few that make sense to you.
Try these out today and Q4 will be a breeze.
How to Motivate the Hell Out of Your Sales Team

How to Motivate the Hell Out of Your Sales Team

Tech businesses are experiencing a movement, called sales acceleration. It means to increase the velocity of the sales process. Ken Krogue and Dave Elkington, founders of InsideSales.com, hosted an online summit this year that featured thought leaders, authors, and specialists in sales acceleration.

In order to move any sales process along, sales reps must be motivated. Leaders regularly struggle with inspiring and re-inspiring their teams to take action. The problem is they, the leaders as people, aren’t motivating or inspiring.

In this brief talk, five areas are exposed to help leaders turn things around and motivate their team. A motivated sales team drives sales acceleration, which drives revenue to the bottom line.