Artificial intelligence has already permeated our lives as consumers. The transformation was discreet, but it has made things better in every way. The last time you used Netflix, an AI helped you decide what to watch, when you shopped on Amazon, an artificial intelligence influenced what you purchased, and when you ordered that Uber, an […]
The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, nails the value prop, and has the prospect ready to sign in seconds. If you are one of these reps, […]
The other day, Spotify offered me a list of my top 100 most listened to songs of 2018. My spouse and I share an account, and I have diverse taste, so the playlist was a total mess. Snoop Dogg with Beethoven? Why not! Despite that, a few gems popped out at me from the list […]
If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. The prevalence of video is perhaps the most noticeable within sales itself. As the inside sales model firmly establishes itself as the […]
The traditional definition of growth hacking involves doing more with less but still driving an increase in performance. In sales, we love to measure usage of a prospect’s name, keyword mentions, and even conversation length, however there are variables that can be exploited as “hacks” order to garner immediate returns. These include both verbal and […]
There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list goes on and on. As a sales rep, you should do the same thing every single time you lose a […]
It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]
Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. It uses technology to capture the conversation and generate reports on the structure, words used, emotions, and outcomes. Conversation analytics software is typically comprised of multiple components. First, it captures dialogue via call recording, then uses […]
In my experience, one of the biggest differences between successful and unsuccessful sales reps has been the amount of sales conversations that they have each day. A lot of work goes into having a single successful sales conversation. The most successful reps follow up relentlessly, leverage tools to connect with more prospects and can keep qualified prospects on […]