Posts tagged 'leadership'

July 26, 2017

Three Core Principles to Building a Culture of Sales Excellence

Sales Excellence is More than Meeting Quota Sales excellence isn’t driven solely by a killer sales strategy. Yes, you have to create a quota-crushing team that’s always hungry for the next deal. But driving numbers alone isn’t what creates a legacy of sales excellence; how you lead your people is just as important. At Outreach,...


June 16, 2017

Does the Rise of Technology Ensure the Demise of Human Decency? It Depends.

This is an incredibly profound observation. It’s like a twist from an M Night Shyamyalan movie-we’re so worried about the robots coming, we don’t realize we were the robots all along. The role of technology in the future is fraught with controversy and may be the single most topical issue of our time. It is...


May 02, 2017

Top Players Don’t Always Make Top Coaches

Kristin McLerran: Let’s just start off with the big question: how would you define sales excellence? Jerry Pharr: Sales excellence is about establishing repeatability, consistency, and productivity. You must ensure that you have the systems, processes, and talent in place to achieve the goals you want to achieve. And in order to repeatedly and consistently achieve...


April 14, 2017

Customers Don’t Buy Scripts, They Buy Soul

Matt Millen is the Senior Vice President of Revenue Operations at Outreach. He has been in the sales world for 30 years, during which he constructed and implemented company strategy, defined customer experience, and managed the sales process at organizations such as T-Mobile, Anthony “Tony” Robbins Companies, and Gateway Computers. Over the course of his career, Matt...


June 06, 2016

How Gritty Is Your Team?

When the market is growing and it is easy to raise money, your business can get by with a mediocre team. The market will pull you. But when the market loses faith and capital dries up, you need a team with grit to pull you through. Or as Warren Buffet put it, “When the tide...


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