Deep Listening: A Differentiator in Sales & Sales Coaching

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The ability to establish trust is critical to success in sales – it’s that simple.  Unfortunately, many Salespeople & Sales Leaders gloss over this important step in this increasingly time-sensitive world.  If you rush too quickly into your agenda, provocative statement, new messaging, or white-boarding, you never establish what is really important –trust.  With no foundation built, no meaningful result …

Thoughts from Tien Tzuo, CEO of ZUORA

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The Glass Box: Transforming Sales & Other Professions A few weeks ago, I was chatting with one of business’ brightest minds, Tien Tzuo, CEO of ZUORA.  Our conversation involved the immense disruption that occurs when previously “opaque” professions like Selling can finally reach transparency. Until recently, the sales conversation has remained enormously difficult to improve due to lack of visibility or …

How Not to Listen to Customers

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Why do complex solution teams predictably frustrate their customers?    People filter customer information based on their own bias.  As a result, our organizations engage in selective listening that leads to frustrated customers who don’t understand why they can’t get the solutions they asked for. Customers also grow weary of re-explaining their situation to new sets of people in your …

Why Transparency Improves Sales Productivity

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At SpearFysh, we have a secret selling weapon – a digital library of sales calls.  That’s because we audio capture all our conversations (field & phone), and each is automatically indexed by topic discussed. Here’s why it’s valuable. As we move quickly from one conversation to the next, we know our brains cannot remember or comprehend important details we’ll need …

Bringing Science to the Sales Conversation

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My take on the Sales Profession is that it hasn’t changed much in 50 years.  Technology has certainly made selling more efficient, but not more effective. For example, software like Salesforce, Webex, & LinkedIn enables salespeople to target, communicate, and network more efficiently, but none of these help Sellers have more effective conversations. Separating Efficiency (doing the right things) from Effectiveness …

How Smart Companies Are Ramping Sales Hires Twice as Fast

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Sales managers and trainers are in a race to see how fast they can get new sellers to conversational effectiveness.  We all want sellers to execute conversations flawlessly, no easy task for beginners.  At SpearFysh, we leverage technology to the hilt to both scale learning and minimize the need for human intervention. Here is our process: Step 1: Listen & …