When you reach a state of self-awareness and personal development, you can better manage your mentality when things don’t go the way you had planned or hoped. The more control you have over your thoughts, the easier it becomes to bounce back full force, stay positive, and remain genuine.
Salespeople are like artists. An artist finds inspiration in their surroundings and creates art with the resources they have readily available in that moment. Sales is no different. Whether you’re an AE or SDR, you have to be smart in your strategy, painting the ideal picture for your clients with the colors you’ve been given.
Your total customer segment can be distilled into a number of separate buyer personas, each of which should be spoken to differently when prospecting. Instead of writing a single outreach sequence, you're going to write 6. Or, at least, you'll configure your sales acceleration tool to automatically frame the introductory credibility statement and the value proposition differently, based on who you're reaching out to.
I’ll be the first to admit it: as a founder, the idea of outsourcing anything is nerve-wracking. It’s tough to give up control of a business function to someone off your payroll, and tougher still when that function involves being the first line of communication between your company and its important prospective customers.
But then uncertainty sets in: if you’re going to build a Sales Development team yourself, how do you do it? You’ve never been a VP of Sales before, that wasn’t your career path. Or maybe you have a VP Sales, but their focus was never heavy-duty prospecting.
Either way, you want professional help. And you’re on a timeline: your burn rate is ticking, and that cash won’t last forever, even if it felt good to close that last round. You need growth, and you can’t wait around to build pipeline.
Working from home sounds like a dream, doesn’t it? Your own french press coffee. Your favorite fuzzy slippers. Your perfect ambient music playlist.
Sounds lovely, right? That’s because it is. But remote work can also have its challenges. After all, independent work doesn’t mean there’s no accountability or support. It also doesn’t mean there are no expectations or goals set for you. So it’s your job to showcase your ability to complete tasks quickly and efficiently while still enjoying the awesomeness that is working from home.
You don’t find company culture in a building anyway. You find it by creating an experience of inclusion. You do it by carefully crafting a set of shared attitudes, values, goals & social practices. And by establishing this, you attract and retain the right talent.
This can be easier when your organization is under one roof, but is trickier when everyone works remotely. But there are many ways to cross over culture building initiatives from tangible workplace to remote work-space.
"Hustle", they say. "Grind", they say. You have a software product or a service, and you want to grow it. So you sit at your desk, wondering where to begin. Adwords? LinkedIn? Hire a PR firm? Commission-only salespeople? Suddenly, the word "telemarketing" pops into your head, and frustration takes over.
When I was halfway through my tenure as the Director of Sales @ inDinero, then a fast-growing Silicon Valley tech company on the Inc. 500, I was an AE Manager who stepped into an SDR team that was setting an average of 7 appointments per month per rep, to one that was setting 21 appointments per month per rep. Even while simultaneously increasing variable compensation, we were able to triple the overall ROI of the team in several weeks.
Here's how we did it!