HubSpot Guest Blog: Film Room
My recent guest post on the HubSpot Sales blog: how Peyton Manning watches film, and what ever sales rep and manager can learn from it.
A Tale of Two Conference Booths
It was the best of booths, it was the worst of booths. But in the end, it is a far, far better sale that you do, than you have ever done.
Guest post on HubSpot blog
See my latest post on building your sales process, featured on the HubSpot blog
Take the Coffee!
Let’s get tactical for a moment. You’ve just arrived at prospect’s office for an in-person meeting. You tell the receptionist that you’re here for a meeting and he asks if …
Raising Price: Best Practices from Amazon
This week Amazon raised the price of their Prime membership. The result of their excellent pricing execution could be nearly $500M in incremental profit. What did they do so well, and what can you learn from it? Let’s jump in.
Welcoming Alexander
The blog is taking a quick rest this week as we welcome our new daughter into the family. Come back next week as the action will continue.
Your 4th Feature Killed The Deal
Avoid long, boring sales calls that lead to “Closed Lost” opportunities by realizing that a feature blast is the quickest way to kill a deal.
Rep Onboarding: The Final 30 Days
Your new sales rep is coming along nicely, but they aren’t fully ramped yet. Here are the final pieces for day 61-90 to get your new revenue machine cranking.
Rep Onboarding: Day 31-60
We have a new member on the sales team, and we’re working our tails off to beat the industry average 4.2 month ramp. We’ve opened our playbook to the chapter …
Rep Onboarding: The First 30 Days
Your new rep starts today. What happens in the next 30 days is critical to determine whether or not they will succeed. Dig into your playbook to set them on a path to success quickly.