How to do a ride-along, without the the ride

Marc Miller Complex Sales, Sales Coaching, Sales Training, Selling Effectiveness 2 Comments

Choosing the right sales training isn’t enough. To generate results, you must provide reps with ongoing feedback for 1-6 months after training. Ongoing feedback makes sales training stick There are 2 ways for providing ongoing feedback. Traditional Way:  Have Sales Managers observe actual field calls post training.  This is the “slow, costly, and inconvenient” way. Digital Way:  Have Sales Managers …

Inside Look – How World-Class Tech Giants Win Critical Deals

Marc Miller Complex Sales, SaaS Sales, Selling Effectiveness, Trends - Business & Sales 1 Comment

Whether you’re in a startup environment, midmarket, or F1000, it pays to learn from the best.  This post provides a glimpse into a unique practice used by companies like Salesforce, Oracle, and SAP on their biggest, most important deals. You probably can’t copy them exactly – it would cost too much time and money.  What can you do? Apply the …

The New Presales Role in Landing Larger Deals

Marc Miller Complex Sales, SaaS Sales, Selling Effectiveness, Trends - Business & Sales 1 Comment

Do you know what it feels like to lose a multi-million dollar deal? I just spoke with someone who does.  She is the head of Pre-Sales (Sales Engineering, etc.) for one of the largest ERP & CRM software companies in the world. Here’s her story. She explained that in the past her Sales Engineers were too demo-focused.  She needed them …

Is Recording Field Sales Calls Realistic?

Marc Miller Sales Training 1 Comment

Sales leaders quickly grasp the potential value of recording field sales calls.  Simultaneously, they want to know: How do prospects react when one asks permission? -Favorably – it’s a non-event. Do customers clam up? -They remain surprisingly candid. Do salespeople resist? -Only those who lack a growth mindset.   Why Recording Field Sales Calls Matters Sales leaders must have a …

The 2 Types of Sales Knowledge

Marc Miller Sales Training, Uncategorized 2 Comments

How do you transfer the know-how in your top sellers’ heads to your average reps?  The answer starts with understanding the differences between two very different types of knowledge. Explicit Knowledge Think of explicit knowledge as things like facts, product knowledge, and figures.  For example, your CRM contains loads of numbers, addresses, contacts, leads, and opportunities. These are all forms …

How to Retain & Develop Millennial Sales Reps

Marc Miller Sales Training 1 Comment

Sales VPs are rightfully concerned with developing and retaining top performers.  Millennials are the largest demographic emerging in the workforce and Millennial sales reps are particularly fickle. Rep turnover is a costly and frustrating problem.  This post explores what makes these reps tick – so you can get and keep the best players.   2 Key Traits in Millennial Sales Reps …

New DOL Regulation: Threat or Opportunity?

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The recent Department of Labor Final Fiduciary rule is causing plenty of heartburn among Financial Services sales leaders and salespeople.  It states that salespeople in financial services must tell retirees whether they are making commissions on products.  Everyone is trying to figure how full commission disclosure will impact revenues, penalties, and litigation.  We see it as a fork in the …

The Transparency Trend

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Has the sales profession just changed forever?  A new rule, the Department of Labor Fiduciary Act, dictates that salespeople in financial services must tell retirees whether they are making commissions on products. Buyers will gain yet another level of power in the sales relationship – the latest step in an ongoing trend.   We’ve been seeing it since the internet age …

Arming Champions to Sell Your Solution – Part 2 of 2

Marc Miller Sales Training 2 Comments

Last week, we examined the importance of equipping Champions with tools to sell your solution to key stakeholders inside their own organizations.   Today, we examine a way to provide a customized, shareable video of prospects’ exact situation.  Where does a rep get this video?  He created it during the actual sales call… Providing clients with a shareable custom video summary …