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The Sales Empathy Gap

Ask any executive, consultant, or recruiter what it takes to be successful in sales, you’ll likely receive an answer with strong conviction backed up with plenty of examples, war stories, and perhaps even data. Adjectives such as challenging, curious, strategic, ambitious, confident, tenacious, and coachable tend to come up often. We debate issues such as whether sales ability is an …

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No Call Coaching = Less Sales Success

I could feel his embarrassment as he sat down for our first coaching session. He knew the first question I was going to ask, as word had gotten around: 132 calls. 1 meeting. Yep, I would have been embarrassed too. But why? What went wrong? Good kid, hardworking, the assessment said he was a ‘fit’ for the job, he had …

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Ultimate Sales Coaching Playbook

After 11 years of studying best practices at over 100 sales organizations, we’re thrilled to share The Ultimate Sales Coaching Playbook with you. This document contains the best thinking from dozens of coaches who have built outstanding call coaching programs. We pull it all together for you to rocket up this incredible learning curve. Thank you to our long list …

Business People Meeting Growth Success Target Economic Concept

ExecVision’s Mission, Purpose & Core Values

According to Simon Sinek’s famous ‘Start with Why’ TED Talk, people associate with those who share the same beliefs and values.  Your ‘why’ is more important than what you do or how you do it.  In that spirit, here is the ‘why’ behind ExecVision.  The below is why our team works so hard; what drives us forward.  Thank you to …

Software Demos

One thing you need to do before every software demo

I do a lot of demos.  Sometimes they are great.  Sometimes not so great.   One of the biggest problems when giving software demos is internet bandwidth.  Problems with your SaaS product performing slowly are totally avoidable if you know your bandwidth prior to starting. You might be doing a demo in a prospect’s office, from a hotel room, at …

Customer Voice

The Voice of the Customer You Aren’t Hearing

How you are missing the customer voice, even with call recording As a SaaS marketing executive, there is one thing I fear more than anything: negative reviews. It’s because I know every bad review costs the business incalculable sales. It’s also a key sign that we didn’t properly set customer expectations. Recently, my company received an unexpected negative online review. …

Prospecting Metrics

Outbound Prospecting Metrics – Vorsight Benchmarks

Sales VPs always ask me, “What are the metrics you track at your outsourced appointment setting firm, Vorsight? What are your SDRs expected to do?   My answer is organized into the ROA framework from the book Cracking the Sales Management Code. Results Objectives Activities Rather than giving you the averages, I’m giving you the numbers from the top 5% …

Guiding Principles

11 Guiding Principles for Business and Life

In my 11 years as an owner of a business, I have learned the following 11 things: Don’t let perfect be the enemy of good. Keep it simple stupid (KISS). Admit when you are wrong. Always lead with something positive. Attack the problem not the people. Most people don’t tell each other the truth and what they really think which …

Texting in Sales

It’s Time to Start Texting

You sent a text message to your colleague to coordinate a time for a meeting.  You sent a text message to your business partner to let them know you are running late to a conference call.  You sent a text message to your client to immediately share positive news.  Why would you not send a text to a prospect? Filling …

Filler Words

Filler Words – Do They Matter in Sales?

I’m, like kinda obsessed with, um, filler words. As the owner of a business who employs more than 35 millennial sales reps, how can I not be? My longtime colleague, Daniel Reef, sent this excellent article on the science behind filler words that you need to read.  It covers: What they really are How to use them strategically (like Obama) …