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Alicia Lewis
Alicia Lewis
Culture Amp Senior Sales DirectorJanuary 12
To be an effective sales leader, you must have strong communication skills and be driven by data and process. Strong communication, especially a coach-like mindset, is extremely important in terms of supporting reps to achieve quotas. Positive and effective communication between a leader and t......Read More
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Brian Tino
Brian Tino
AlphaSense Director of Strategic Sales, EMEAJanuary 25
Good question! Taking a sales function up market in an existing business can be one of the most challenging but lucrative transformations of an organization. Often in the early days of your business and go-to-market motion you'll tend to focus on smaller, more nimble customers to validate your pr......Read More
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Lucy Ye
Lucy Ye
Square Head of Sales, Services & General BusinessFebruary 23
One of my favorite sales interview questions to ask is "Tell me about a time something did not go according to plan in your personal or professional life. What happened and what would you do differently, if anything?" This one's great because it helps the interviewer see if the interviewee is jus......Read More
1238 Views
7 Answers
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Adam Wainwright
Adam Wainwright
Cacheflow GTM TeamJanuary 11
I'd say the one thing that winning candidates have in common is based on how easy they are to talk to. When an interview goes right its. 1. Focused 2. Educational 3. Inpsired 4. Interesting 5. Flows well So, the best candidates tend to have enough knowledge about me or my business that ......Read More
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2 Answers
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Andrew Zinger
Andrew Zinger
Fastly Senior Director, Global Sales EnablementJanuary 10
Another topic that is always top of mind for sales leaders, and their recruiting teams, is their employee retention scores. It is a massive expense to organizations when they see talent leave, whether regrettable or not, and have to spend resources recruiting, enabling and eventually filling that......Read More
1683 Views
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2 Answers
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Jessica Holmes
Jessica Holmes
Adobe Director, Adobe Sales AcademyAugust 29
The most important skills for account executives are also the most important skills for many roles. I believe a successful AE needs to be great at the following: 1. Active listening: first rule of sales is to listen to your buyer and truly comprehend what they are saying and what they need ......Read More
809 Views
2 Answers
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Brandon Love
Brandon Love
Salesforce Regional Sales DirectorOctober 11
I often hear a few common concerns from enterprise prospects. These usually revolve around worries about the price, potential risks, getting locked into a single vendor, and status-quo objections. Cost Worries: When prospects bring up cost concerns, I like to highlight the value our solutions ......Read More
881 Views
2 Answers
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Charles Gryor Derupe
Charles Gryor Derupe
Square Director of Content and Launch Readiness EnablementFebruary 7
This answer is purely based on opinion, so please keep this in mind. I believe that any new tactics and strategies need to be relevant to the sales methodology set by the enablement team. Why? Reps, especially those that are "green" to the field, need a repeatable, consistent skill development st......Read More
812 Views
3 Answers
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Shahid Nizami
Shahid Nizami
Braze APAC Vice President of SalesJanuary 10
I stronly believe that sales people are one of the most likely people to get to the highest position in any business right upto the role of a CEO. In fact, many CEOs in global companies either come from either sales or product background.  * A sales person would start their sales career somewhe......Read More
1418 Views
2 Answers
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Grant Glaser
Grant Glaser
Salesforce Director, Sales Leader Excellence CoachJanuary 10
Without feedback, you're building & delivering learning in a vacuum and not setting yourself up for success. To mitigate this: * Collect feedback early & often * Send a 5 question (or less) survey after a learning module * Host a debrief where learners can provide topical feedback in-person (......Read More
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