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 …