Brian Tino

Director of Strategic Sales, EMEA, AlphaSense

Content

What is an important KPI that you see sales teams completely missing?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

In my experience, two of important KPIs that most sales teams miss are: * Number of purposeful conversations * Number of experiments And it makes sense because both of these metrics harder to 1) define and 2) measure over time. However, if done well they can be can be two of the biggest unloc......Read More

1934 Views

What's your framework to prioritizing needs/deliverables when you're the first sales leader at a company establishing the function?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

When you are the first sales leader at a company establishing the function, you're going to constantly battle the demands on your time. Personally, I tend to use a mixure of the Eisenhower Matrix combined with ruthless diligence of writing down my Top 3 priorities for the quarter, the week, and t......Read More

1810 Views

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

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 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

1478 Views

How does "the way you motivate" your sales org change as your company scale?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Good question! When it comes to motivation, at any stage & maturity of a sales organization, you need to make sure: 1. Purpose - your sales team understands the mission & objectives of the organizations, feels connected to the purpose of what you are trying to acheive, and most importantly, ca......Read More

1328 Views

As a hiring manager, what do the best sales candidates have in common?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Good question! I evaluate every sales candidate who is interviewing to join my team on the same 3 criteria: 1. Sales Skills & Knowledge - key expertise & skills required to be an effective salesperson (ex. conversation generation, discovery, relationship building, business case construction, m......Read More

1264 Views

How do you communicate sales updates and activities to the rest of the company?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency into the health of the business, aligns individuals within the company more closely to the voice of the customer, and enables you ......Read More

984 Views

I've seen plenty of sellers regularly miss on their KPIs, but still reach or exceed quota, so why have more than 1 KPI (quota attainment)?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Quota attainment & revenue will always the most important outcomes of any sales organization. However, the most mature sales organizations can align on a set of KPIs that will serve as leading indicators to success. It’s not to say that consistency hitting KPIs will guarantee achievement of r......Read More

531 Views

What advice do you have for those interesting in a company that isn't actively hiring?

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

For sales interviews, what are helpful resources you'd recommend and types of questions to prepare for from both hiring managers and cross-functional partners?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • June 29

One of the most important ways to help you stand out during a sales interview is to come into that interview well researched & prepared on the following: * The company & product * The interviewer * Your personal narrative * Relevant questions 1) Researching the company & product - be......Read More

460 Views

What are the most common mistakes you see candidates make during an interview for a sales position?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • June 29

From my experience, most candidates coming into an interview put their best foot forward and perform well, however, here are some of the most common pitfalls before, during, and after a sales interview... 1) Lack of Preparation - candidates who have not done even surface level research on the ......Read More