23 min listen
Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
ratings:
Length:
23 minutes
Released:
Apr 18, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Released:
Apr 18, 2024
Format:
Podcast episode
Titles in the series (100)
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff): Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.Four Actionable Takeaways:Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)First 15 seconds explain why you called, say it’s a cold call, then ask a peer questionIn the agenda, tell the customer you’re gonna give price before they get off the callUse what they want as the rows in your pricing instead of what you want (seats)Belal Batrawy’s Path to President’s Club:Community Leader of #Death2Fluff7x Startup Seller and Sales Advisor======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationist by 30 Minutes to President's Club | No-Nonsense Sales