The best way to open a call When a prospect answers a cold call, there are four questions they’re likely asking themselves: Knowing these are the kinds of questions a prospect has when they realize they’re on a cold call, sales reps have to quickly help the prospect answer them. This is where a great…

Objections, objections, objections In my main job, I manage a team of sales development representatives (SDRs) responsible for generating qualified opportunities for our account executive team. The most important reason I mention this is because the majority of our job includes handling objections. If a rep knows how to handle objections well, they succeed in…

They did well at their last org, but… After my send from last week on hiring faux pas’s, I got a question from a reader that I was too good NOT to share and write an entire newsletter in response to.  Here’s the question from the reader: I’ve had a couple mishires with people who…

Avoid hiring faux pas’s The other day, I got some really critical feedback from a candidate I had spoken with briefly. Without going into too much detail, they had some choice words for me about how they thought I showed up. While I’m not sure everything they shared was a fair assessment, I did walk…

Get that Money Honey Last week, I shared my thoughts on how great SPIFs can be when they’re done intentionally.  Today, I’ll share some tips on how to secure SPIF budget once you know what kinds of SPIFs you want to run. At a high level, you’ll need to build a business case comprised of…

The problem with SPIFs Source: https://bravado.co/war-room/posts/hot-take-spiffs-are-a-terrible-idea Here’s a question for y’all – what do you think of SPIFs? Here’s my take: SPIFs can be great, but only if they’re done intentionally. Unfortunately though, lots of SPIFs are done in a way that feels more like putting a bandaid on a broken arm rather than having…