Can a salesperson operate like a Deloitte consultant? How do you conduct a SWOT analysis of a market, figure out where the blue ocean is in a sea of red, and define the strategy/ tactics to how to go after it? Sellers need to things to become trusted advisors, trust and advice.
Fighter pilots employ a methodology called the OODA Loop (observe–orient–decide–act) to guide their real-time decision-making. Your saving grace—what separates you from failure and death—isn’t absolute precision or better weapons or better vision or better reflexes. If you can make a better decision faster than you win.
Carole has been called the “Sales Therapist” by a Harvard Business School professor. She coaches Harvard Business School Entrepreneurial MBA students on sales, been featured as a top 15 sales Influencer in 2020 by LinkedIn, a Woman to Watch in Sales by Sales Hacker, and a top sales coach by Ambition.
Jed is back with the exact cold email methods he’s used to scale successful SDR teams at PandaDoc & Mailshake. Learn how to create an effective sequence, write simple, relevant emails that get a response, and unorthodox email strategies that will separate you from the rest.
Brynne redefines social selling as something that is beyond pitch-spamming. She teaches her clients how they can earn the likes and the right to connect with people on LinkedIn using strategies that put more emphasis on relationship building rather than sales pitching.
How do you know if a large deal is likely to close? Try using PREDICT SELLING by one of the top reps ever at Salesforce. P: Problem with Pain, R: Reason, E: Engagement, D: Decision Maker and Process I: Impact, C: Cost, T: Timeline—Learn precisely how to qualify the largest enterprise deals and hit your number from this SaaS legend.
“If you want to improve your sellers’ performance, protect their time. Make it clear what high-value activities actually matter and manage against only those. Don’t waste energy reporting on activities for the sake of reporting activities.” We’ll talk Strategic Selling and 6QA which ends debates about lead quality by unifying revenue teams on when in-market accounts are ready to convert to an opportunity.
Jason will coach us on REPLY, an actionable messaging framework to increase response rates, break through the clutter, and land more meetings. REPLY: Relevant results, empathy, personalization, laser focus, you-oriented. Take your outbound game up a notch!
Jeffrey Silverman is a Co-Founder and Managing Partner of Laconia, which was launched in 2014. A seasoned operator turned investor, Jeffrey has over 20 years of experience building early stage technology and media companies. Some of his notable investments include TripleLift, PromoteIQ, FreeWheel, LevelSet, SyncOnSet & ALICE.
Brynne redefines social selling as something that is beyond pitch-spamming. She teaches her clients how they can earn the likes and the right to connect with people on LinkedIn using strategies that put more emphasis on relationship building rather than sales pitching.
How do you know if a large deal is likely to close? Try using PREDICT SELLING by one of the top reps ever at Salesforce. P: Problem with Pain, R: Reason, E: Engagement, D: Decision Maker and Process I: Impact, C: Cost, T: Timeline—Learn precisely how to qualify the largest enterprise deals and hit your number from this SaaS legend.
“If you want to improve your sellers’ performance, protect their time. Make it clear what high-value activities actually matter and manage against only those. Don’t waste energy reporting on activities for the sake of reporting activities.” We’ll talk Strategic Selling and 6QA which ends debates about lead quality by unifying revenue teams on when in-market accounts are ready to convert to an opportunity.
Jason will coach us on REPLY, an actionable messaging framework to increase response rates, break through the clutter, and land more meetings. REPLY: Relevant results, empathy, personalization, laser focus, you-oriented. Take your outbound game up a notch!
Jeffrey Silverman is a Co-Founder and Managing Partner of Laconia, which was launched in 2014. A seasoned operator turned investor, Jeffrey has over 20 years of experience building early stage technology and media companies. Some of his notable investments include TripleLift, PromoteIQ, FreeWheel, LevelSet, SyncOnSet & ALICE.