Communities
Sign Up / Sign In
Upcoming AMAs
Show all upcoming AMAs
2 Answers
3,932 Views
Alicia Lewis
Culture Amp Senior Sales Director • January 12
Being in sales, we experience challenges on a daily basis. One of the bigger frustrations is having a great quarter or year and then seeing the dial goes back to zero, knowing you need to start all over again. It’s what we all sign up for, but that doesn’t make it any easier of a pill to swallow.......Read More
3134 Views
7 Answers
12,493 Views
Roee Zelcer
TikTok Head of Sales, Products & Services • February 9
This is a very important question and one that not everyone will see eye to eye with me on this. But personally, it has never failed me up until now. There are a few elements that are common to candidates that have been proven to be successful: The first is tenacity. It is that inner hunger to......Read More
3230 Views
4 Answers
8,103 Views
Shahid Nizami
Braze APAC Vice President of Sales • January 10
LIke most professions, you can not lead a team well if you haven't done the job yourself. Must Haves : * You should have been a quota carrying sales rep for at least 3 to 5 years before you can transition into sales leadership. * Have a good understanding of the product. You don't want ......Read More
2243 Views
2 Answers
2,332 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Another great question and one that will certainly differ from executive to executive. However, in my experience some of the top intangibles for the top performers I have seen include: - Confidence and a winning personality. Now, I don't want to confuse 'confidence' with 'ego'...to have 'confi......Read More
1946 Views
4 Answers
2,336 Views
George Cerny
Iterable VP, Growth Sales, B2B2C Sales & LATAM • November 15
To effectively define the metrics for which you should hold sales accountable, I look at a few things: 1. Understand the "Sales Math" of the business across some core universally applicable SaaS Sales metrics 2. Compare the performance of the top 1/3 AE's against the bottom 1/3 AE's and ......Read More
705 Views
Subscribe to these teams
See more
3 Answers
2,429 Views
Charles Gryor Derupe
Square Director of Content and Launch Readiness Enablement • February 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
960 Views
1 Answer
925 Views
I don't have a favorite question but I do prefer open ended questions in discovery. Close ended questions start with helper verbs. Every question beginning with these words(Am, Are, Is, Was, Were) can be answered by a buyer with a yes or a no. Even when folks give you more than a yes or no they w......Read More
925 Views
2 Answers
1,403 Views
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: * Inbound request for enablement * Substantiate with data (where & when possible) * Identify outcomes to measure & impact * Understand if the gap is: skill, will, or knowledge * Define l......Read More
1012 Views
2 Answers
1,672 Views
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • June 29
If you're interested in a company (even if they are not actively hiring), I would recommend starting to build relationships and delivering value without expectation. That includes: 1) Connecting with members of the team - research key members of the team on LinkedIn (execs, managers, peers, ke......Read More
472 Views
3 Answers
2,998 Views
Brandon Love
Salesforce Regional Sales Director • October 11
To effectively manage complex deal structures and negotiations, it boils down to a deep understanding of the customer's objectives and their timeline for achieving them, and most importantly which internal resources they will need to progress the opportunity. Once we've identified the "when," the......Read More
814 Views
Most Viewed (last 30 days)
Tim Britt
Freshworks Senior Director of Channels Europe
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast
Alicia Lewis
Culture Amp Senior Sales Director
Jessica Holmes
Adobe Director, Adobe Sales Academy
Lucy Ye
Square Head of Sales, Services & General Business