Maxwell Mickey on Smart Sales Automation (Podcast EP)
Maxwell Mickey on Smart Sales Automation Maxwell Mickey, the Vice President of Sales at E4E Relief, carries a deep-rooted background in sales that he attributes to his family. His father spent his entire career in sales, and his farmer grandfather often said, “If you can sell, then you’ll have a job.” Maxwell’s career journey is […]
CMO, CSO, and CS Roles Evolving into CRO
Introduction: The Rise of the CRO As organizations continue to push for sustainable growth and streamlined operations, a new role has emerged as the centerpiece of modern revenue strategy: the Chief Revenue Officer (CRO). But this isn’t just another executive title. The CRO role demands a unique combination of marketing, sales, and client success […]
To Demo or Not to Demo During Discovery: Insights from Casey Drake
The Age-Old Debate of Demoing in Discovery Calls Should sales reps demo their product during the discovery call? This question sparks debate across the sales community. Some argue that demoing too soon can derail the qualification process, leading to misalignment between the prospect’s actual needs and the product’s capabilities. However, giving prospects a taste of […]
7 Different Types of Executive Coaching: A Comprehensive Guide
Executive coaching has become an indispensable tool for leaders aiming to elevate their performance, navigate challenges, and achieve their full potential. With the business landscape evolving quickly, executives need tailored guidance to stay ahead. However, not all executive coaching is the same. Depending on your goals, industry, or challenges, you might benefit from a specific […]
Why Are CEOs Turning to Executive Strategy Coaching?
CEOs face immense challenges that require technical expertise, strategic insight, emotional resilience, and adaptability. With the stakes higher than ever, many CEOs are turning to executive strategy coaching to refine their leadership skills and achieve sustainable success. This trend isn’t merely a fad; it’s a fundamental shift in how top executives approach their roles. Less […]
How to Handle Price Questions Before Booking a Meeting
Learning how to handle price questions before meetings can be a tough skill to learn for new sales reps. When a prospect asks, “How much does it cost?” before they’ve fully understood the value of your offering, it can put you in a challenging position. If you give them a number too soon, you risk […]
How Can I Improve Sales Team Performance in a Down Economy
The economy has faced various challenges in recent years, from global disruptions to inflationary pressures, leaving many industries grappling with uncertain times. Companies of all sizes feel the squeeze as consumer spending slows, budgets tighten, and financial instability looms. A downturn doesn’t just impact product demand; it pressures every business layer, from supply chains to […]
Boost SDR Performance with Expert Ramp-UP Tips
Sales Development Representatives (SDRs) are not just another role in the sales organization, they are the backbone of its success. They are the front line, responsible for identifying potential clients, generating leads, and feeding qualified prospects into the sales funnel. The journey from hiring an SDR to turning them into a productive sales team member […]
How to Calculate Your Sales Ramp-Up Period Effectively
The sales ramp-up period refers to the time it takes for a new sales representative to reach full productivity from the moment of being hired. It is important for companies to accurately calculate this period in order to manage costs and resources effectively. Understanding the length of the sales ramp-up time enables executives to make […]
30 Ways to Increase Personal & Team Selling Effectiveness
Today, we will analyze the entire sales process and show you how to measure its effectiveness. The sales efficiency indicators we’ll discuss evaluate the sales process and its outcomes, particularly how these results align with the company’s sales goals and expected volumes over a given period. Sales efficiency can be visualized as a pyramid of […]
