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Adam Wainwright

GTM Leader

Influencing the C-Suite

What metrics do you use to justify a pay raise?

4 Answers

4,733 Views

Shahid Nizami

Braze APAC Vice President of Sales • January 10

I am a firm believer of meritocracy. So when it comes to pay raise especially in sales roles it should be very black and white for a sales rep to determine when would they qualify for a pay raise. It should be very easy for sales people to chart out their salary hikes based on their performance......Read More

1269 Views

Upcoming AMAs

Sales Enablement

Jessica Holmes

Director, Adobe Sales Academy

Sales Interviews

Sarah Mercedes (Osborne)

Head of Corporate Sales, West Coast

Sales Soft and Hard Skills

Andrew Zinger

Senior Director, Global Sales Enablement

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How do you stay up-to-date on industry trends and best practices in sales enablement?

4 Answers

3,333 Views

Maria White

Cornerstone OnDemand Vice President Sales Enablement and Education • April 7

Staying up to date on industry trends and sales enablement best practices is something that needs time to absorb the information to analyze if your organization needs to adjust any of the current or future programs. Below I have outlined a few ways to stay up to date on both industry trends and b......Read More

920 Views

Do you have any advice for a junior who is a first sales hire?

3 Answers

2,893 Views

Roee Zelcer

TikTok Head of Sales, Products & Services • February 10

Coming into an organization as the first sales hire puts a lot of responsibility on your shoulders. You are basically in charge of proving the validity of this function within the company. There are a few things that I would consider and act on in this position: Start with the short term. As a......Read More

2073 Views

What are some of the most common red flags you've come across either on a candidate's resume or initial interview that you'd advise future account execs to avoid?

3 Answers

2,507 Views

Lucy Ye

Square Head of Sales, Services & General Business • February 24

I'm going to include some red flags on resumes since I have already talked about common mistakes people make in sales interviews. Some resume red flags: * Resume is multiple pages long (people pay most attention to the first half of the resume so if it's very dense, you will lose your au......Read More

1001 Views

What advice would you give to someone tasked with taking the sales function up market in an existing business structure?

5 Answers

3,734 Views

Katie Harkins

UserTesting VP of Sales • February 9

Here's some advice I would give to someone tasked with taking the sales function up-market in an existing business structure: *What sales cycles are repeatable that have closed up market? *What hiccups did you see in that original sales cycle? *Competitive Landscape *What potential objecti......Read More

715 Views

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How do you avoid burnout as sales professional when you feel like you have to start over again each quarter and year?

3 Answers

2,872 Views

Jon Boyer

Zapier Director of Sales • April 26

As a Sales professional we are often under a lot of pressure to close deals and meet our targets. If you're not careful you can quickly burnout especially when quotas reset each month or quarter. Over the years I’ve had to become more intentional in creating boundaries and finding new ways to rec......Read More

594 Views

How does one gauge autonomy in a sales interview?

4 Answers

2,636 Views

Adam Wainwright

Cacheflow GTM Leader • January 12

This is hard to place in a 60 minute interview, let alone the proverbial 30-min call, it thats all you get. But a simple trick I like to use is to frame up questions that get at the bottom of following three things - 1. Is this person resourceful? 2. Does this person posses an executive p......Read More

991 Views

How do you take “the classroom” and convert it to “real world experiences?” What’s the best way to do this at scale across a sales org?

3 Answers

2,004 Views

Grant Glaser

Salesforce Director, Sales Leader Excellence Coach • January 11

In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across learning environment & geography. For this to be effective and for the skills to translate out into the 'real world', enablers need......Read More

605 Views

How do you ensure alignment when you have two senior executive stakeholders who disagree with each other on the proposed strategy and you are stuck in the middle?

3 Answers

2,693 Views

Sarah Mercedes (Osborne)

HubSpot Head of Corporate Sales, West Coast • January 25

First, seek to understand. What is each stakeholder's stance, but more importantly, why do they have that stance? What are their priorities, what are their concerns and what are they looking to accomplish with their vision of a given strategy? Once you understand that, it will be clear to see whe......Read More

2149 Views

What are some of the fundamentals of building a strong sales development culture for your team?

1 Answer

1,026 Views

Marleyna Mohler

Attentive Sr. Director of Inside Sales • May 17

Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calculate key performance indicators (KPIs). While many teams have robust processes to determine these factors, they often fail to pro......Read More