Jessica Holmes
Jessica Holmes
Adobe Director, Adobe Sales AcademyAugust 29
According to all the websites and experts, a typical career path for a sales professional is to move from BDR to AE to Sales Manager, or a variation of this, and that can absolutely be your path. What you'll most likely find, is that there is NO typical path - especially as you discover who you a......Read More
915 Views
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Beau Noonan
Beau Noonan
Matterport Enterprise Sales DirectorJune 7
Rep ramp-up time in my opinion is something that I've seen companies completely overlook. Given the boom tech has been on over the last decade many companies have skipped tracking key fundamentals from the moment you decide to hire the rep to the moment they hit quota due to them smashing their n......Read More
869 Views
Shahid Nizami
Shahid Nizami
Braze APAC Vice President of SalesJanuary 10
The biggest reality of sales is that you are as good as your current quarter.  No matter how well you may have done in the previous quarter, the meter comes back to zero at the beginning of the new quarter/new year.  I have been in sales for more than 2 decades and have seen numerous quarter en......Read More
1902 Views
Sarah Mercedes (Osborne)
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West CoastJanuary 24
Be prepared: C-Suite folks are busy people- don't waste their time. Ensure you are prepared for every meeting you have with them. Anticipate the questions you would expect them to ask and have your answers ready to reply with in real time. Be clear and concise: It goes a long way in terms of h......Read More
1158 Views
Grant Glaser
Grant Glaser
Salesforce Director, Sales Leader Excellence CoachJanuary 10
I enjoy companies that operate from a set of core values & principles. Step one is to call out learning as core to the business's success.  Next, you should consider: * Praising knowledge sharing * Driving a learning culture from the top-down * Offering easy ways for people to share their ......Read More
1529 Views
Lucy Ye
Lucy Ye
Square Head of Sales, Services & General BusinessFebruary 23
Some questions I like to ask are: * Tell me about a time you missed your goals. What happened? (Answer should explain why the person missed goal, what lessons they learned from it and how they've been performing since) * What is a piece of critical feedback you've received from a client,......Read More
696 Views
Eric Martin
Eric Martin
Vanta Head Of SalesNovember 28
It's a great question. I believe that all reps are continuously motivated by earning potential and career growth opportunities, regardless of the stage of the company. To get more nuanced, you'll see earlier hires more motivated by the combination of equity and cash, and you'll also see earlie......Read More
479 Views
Charles Gryor Derupe
Charles Gryor Derupe
Square Director of Content and Launch Readiness EnablementFebruary 7
Great question! There are three specific ways I do this:  1. There are some annual reports done for Sales Enablement that come from third-party sources like Forrester and Gartner. These may be gated, but sometimes they are sent by tools vendors. 2. Use your tool vendor resources! I always ask......Read More
921 Views
Tim Britt
Tim Britt
Freshworks Senior Director of Channels EuropeFebruary 14
My advice is to keep it simple, leadership has a habit of introducing multiple tools, and worksheets ( excel or google ) try and have a single source of the truth that everybody use's, I think its key to have a structured CRM solution with the correct data and workflows/gates in place to manage t......Read More
1420 Views
George Cerny
George Cerny
Iterable VP, Growth Sales, B2B2C Sales & LATAMNovember 15
"You can't improve what you don't measure" - Peter Drucker. When starting out in a new market, there can be lots of uncertainty. This uncertainty is the starting point, however, for a fun and exciting journey to figuring this new market out. But uncertainty can be the enemy of action, so you w......Read More
642 Views