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Solid Sales Reads is featured via President’s Club – our Medium Publication. 

Inspiration

Jon Westenberg writes about the illusion of fast money and reminds us that putting in the hard work and persistence pays off in You are never going to get rich quick. Ever. — Life Learning

Lolly Daskal gets right to the point with this powerful and inspiring post — 18 Harsh Business Lessons You Don’t Want to Learn the Hard Way

Communication

Morgon Duke tells us how communication works, where it breaks down, and how if done effectively, it will drastically improve your rapport building with prospects and clients. Active Communication — Building Rapport with Prospects and Clients

Darius Foroux talks about not talking so much, and why great listening is tied to great success in Why Too Much Talking Is Detrimental To Your Success — Life Learning

Andreas Mahringer uses a simple example to show there is more to just practicing what you say and how you say it, it’s choosing your words carefully that make all the difference in How a Single Word Increased a Bar’s Salesby +50% — The Startup

EBQ writes about chatbots and their potential impact on sales. Before you grumble and look away — they provide context and make the argument that they will enable real, natural conversations with humans in How Chatbots Will Change Sales Forever.

Thank you for reading!

Have you written or read something you want us to share? We’d love to check it out — send us a note at hello@upsider.co

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If you caught Silicon Valley on HBO Sunday night (spoiler alert), as soon as Gilfoyle (a software developer) half-heartedly quit, he updated his LinkedIn Status and was instantaneously bombarded with phone calls and showered with gifts from recruiters. I laughed out loud, because while that is mostly an exaggeration, recruiters will pounce on developers the second they sense one little thing is throwing them off at their current job.

Have you ever wondered why top developers are so much more discoverable to recruiters than top salespeople? Naturally with the skills gap debate front and center these days, you may attribute it to supply and demand, right? Well that is certainly part of it, but I think it has more to do with data and information… let me explain. Continue reading Salespeople, You All Look the Same

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How often do you think about what your B2B sales career is worth at any point in time?  Take a minute to think about NFL Quarterbacks Aaron Rogers, Peyton Manning, Tom Brady and Joe Flacco. In the context of this group, where would you rank Flacco? I’m guessing not anywhere close to the top (unless of course you’re from Baltimore). Yet in 2013, Flacco signed a contract that was significantly larger than anyone else in the group. He did this while finishing 2012 season with the 12th best passer rating in the league. The year before, his passer rating was 18th best in the league.

Flacco, with a history of average success in the regular season and one good run in the playoffs, was able use timing and leverage to his advantage. What drove his massive contract? He happened to win the Super Bowl during the last year of his then current contract. As the hot Super Bowl MVP winning quarterback, his value was at an all-time high. Continue reading The Last Year of Your Salesperson Contract

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Ever since Drew Koloski and I updated our LinkedIn profiles to say “Co-founder at A Startup” we constantly get asked what we’re working on. We wanted to share a quick update.

We’re starting a company called Upsider (www.upsider.co), and our goal is to create more visibility, efficiency, and long-term success for salespeople looking to upgrade their careers and for the companies that want to hire them. We want to solve a lot of the problems we’ve had over the course of our careers as both salespeople and hiring managers.

Sales teams have 33-50% annual attrition.
40% of salespeople miss their quota.

The current state of sales team performance has a lot of room for improvement, and the numbers make it hard to argue otherwise: Sales teams average 33-50% annual attrition, and 40% of salespeople miss their quota.

Obviously training, coaching, support, and proper goal setting all impact performance numbers.  However, in our experience, the biggest impact to high (or low) sales team performance is finding and hiring the right people. The problem is salespeople do not have an efficient way to identify or access the pool of companies who will provide the perfect next step in their career. In addition, hiring managers struggle for ways to find and connect with the ideal salespeople who would be the perfect fit for their team and sales process. Continue reading Sales Hiring is Broken and We’re Going to Fix it.

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