Posts tagged 'sales excellence'

September 21, 2017

5 Tactics Introverts can Use to Crush It in Sales

Is "introverted salesperson" a total oxymoron? Not at all! Introverts — with their talents for careful listening and thoughtful, analytical problem solving — are uniquely well suited for modern, relationship-based sales techniques. On the surface, of course, sales can appear to be an extrovert's game, playing to the social skills and confidence that tend to go hand-in-hand with extroversion. But charisma and a gift for small talk can only take a person so far. What truly lands a sale is showing how your product eases a problem — and doing that requires a deep understanding of a prospect's needs and concerns. That's precisely where an introvert's talents can shine.


September 13, 2017

Undercover Boss: What I Learned Trading in my CEO Hat for a Technical Support Gig

Last week, I wrapped up my first technical support ticket at a customer’s office in the Silicon Slopes outside of Salt Lake. For background, last month I started sitting with our Technical Support (TSE) team and taking tickets from the queue. I wanted to learn more about the technical issues facing our company, and our Director of...


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 27, 2017

Catchy email subject lines that get opened up to 42% of the time

First impressions are key. Would you show up to a black tie event in your favorite Netflix binge watching sweats? Of course not. Your sales email subject lines are the first impressions you project to your prospects with every email you send. Are you putting on your best suit every time you hit send? We’ve...


June 02, 2017

Customer Post: Simplicity is the Secret to Sales Excellence

Our SDR organization is on a mission to create SQLs for our account executives to drive revenue and create opportunities. There is a 4 step sales workflow process that gets us to revenue. The Four Step Sales Workflow That Gets Results 1. Sourcing leads/contacts → Answering the question: “Who should I reach out to?” 2....


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...


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