Maven Sales Group Blog

CEO or Sales Manager?

3/27/19 5:33 PM / by David Fletcher posted in sales issues, Sales Management, sales coaching

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The idea that CEOs must wear multiple hats has been perpetuated to the point of absurdity. Far too often small to mid sized companies find that their CEOs are trying to also wear the hat of sales manager. Unfortunately, you can't be both. You can't be a sales manager and a CEO, it is simply too hard. Trying to fill both of these roles will have you feeling like The Two-Headed Monster from Sesame Street! You can, however, be the leader and visionary needed to provide sales strategy to your sales managers. 

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How to Build Your Own SDR Team

2/12/19 9:02 PM / by David Fletcher posted in Sales Development, SDR, SDR recruiting, get more leads, get more sales, sales acceleration, sales coaching, sales training

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Companies of all sizes, types, and locations need quality leads to continue to grow. In order to acquire those quality leads, companies can leverage a multitude of tactics, including using appointment setters and Sales Development Representatives (SDRs). While both appointment setters and SDRs have a vital place in sales, the key to building the most effective team is to understand which role will fit best in your sales process and subsequently support your buyers on their journeys. In fact, selecting the wrong discipline for your sales process can lead to poor conversion rates, a negative customer experience, and a lack of growth. The good news is that we are here to help you build your own SDR team, so that you can enjoy all of the benefits of a winning sales team. 

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Coach Them Up or Coach Them Out?

2/5/19 8:13 AM / by David Fletcher posted in hubspot sales, get more sales, sales acceleration, sales coaching, sales training

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To coach or not to coach? That is the question. Well, at least the question of this blog post. Many managers struggle with the fine balance between knowing when to coach low performing employees and when to let them go or transition them to a new role. Whether you are new to your management role, or have years of experience, the following insights can help you to more successfully weigh the fate of lower performing workers. 

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Is Your Sales Process Broken?

1/23/19 6:14 PM / by David Fletcher posted in sales process, Sales Process Design, sales playbook, sales coaching, how to accelerate sales

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Like the missing cog that keeps the wheel from turning, or the GPS that keeps spouting "make a legal u-turn," a broken sales process is not only detrimental to your business, but it is often easy to spot. Unfortunately, far too many companies ignore the broken sales process as they cling to outdated processes or strategies. The good news is that 2019 can be the year that you not only identify areas where your sales process is breaking down, but also take the steps needed to fix it. 

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5 Reasons Sales Managers Fail as Sales Coaches

12/3/18 2:50 PM / by David Fletcher posted in social selling, Sales Management, sales playbook, hubspot sales, increasing sales, sales assessment, inbound sales, outbound sales, sales coaching

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Pete Rose was one of the best players to ever play the game of baseball. As a player, Rose was a switch hitter and is the all-time MLB leader in hits (4,256), games played (3,562), at-bats (14,053), singles (3,215), and outs (10,328). He won three World Series rings, three batting titles, one Most Valuable Player Award, two Gold Gloves, and the Rookie of the Year Award, and also made 17 All-Star appearances at an unequaled five positions (second baseman, left fielder, right fielder, third baseman, and first baseman). Rose won both of his Gold Gloves when he was an outfielder, in 1969 and 1970. As a Coach, well... we all know how that ended up... so as a player, he was a rockstar, as the coach of his up and coming rockstars, he was a disaster!

In the words of Jeff Bezos, "Part of company culture is path-dependent - it's the lessons you learn along the way." This path-dependent approach stems from the belief that managers can help to mold employees through an environment that leverages lessons learned to encourage growth. 

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Don’t Treat Your Outbound Leads Like They’re Inbound

10/22/18 10:53 AM / by David Fletcher posted in inbound sales, outbound sales, buyer personas, Content Strategy, get more sales, lead scoring, sales coaching

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Inbound vs. Outbound... the debate over which leads are "better" has been a constant source of articles, blog posts, and general arguments amongst sales and marketing professionals. While this post, will spend a brief moment defining what makes a high quality lead, I don't feel the need to contribute to the debate anymore, since I have already written about this in the past. Instead, I want to spend a moment pointing out what so many articles have failed to do ... outbound leads and inbound leads are two different entities, so why are so many businesses treating them like they are the same thing?

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Internal Sales Coaching is Worthless, Yes We Said It...

10/11/18 4:26 PM / by David Fletcher posted in Sales Enablement, sales process, sales, sales team success, increasing sales, sales coaching, sales training, blog, Maven Sales Group

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Sales coaching vs. sales training. These two terms are often tossed around by C-level executives without truly understanding a) what their teams need to succeed, and b) how they can best help managers support their teams to increase sales and meet established quarterly goals. The challenge of course with the latter statement, is that many C-level executives don't like being told that they are not only wrong, but that they are doing their team a disservice. After all, when you have risen to the highest levels of power within your company, you like to think that you understand every aspect and that you, as the leader, are best suited for making all decisions. Unfortunately, appointing managers the task of being the "sales coach," is like accelerating in a no wake zone; not only is it dangerous, but you are inevitably dooming the entire ship to a disastrous ending. 

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The Difference Between Sales Training and Sales Coaching

8/29/18 4:24 PM / by David Fletcher posted in Sales Development, Sales Process Design, Sales Management, sales team success, sales playbook, increasing sales, sales assessment, get more sales, sales coaching, sales training

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As a C-level sales executive a major component of your job is to lead. However, another major component of their job is to inspire their sales team. Being an effective leader is about more than giving a pep talk; it requires the understanding that training is not simply for onboarding new sales representatives. Instead, by embracing the benefits of sales training and sales coaching, leaders can not only inspire their team, but they can help them reach new levels of success. 

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The Importance of a Sales Playbook

8/24/18 8:59 AM / by David Fletcher posted in sales playbook, increasing sales, sales acceleration, sales effeciency, sales coaching, how to accelerate sales

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Every time a sales associate picks up the phone, sends an email, or heads to an in person meeting the goal is simple ... improve the client relationship to get one step closer to a sale. This might be a simple goal, but far too often achieving it becomes a convoluted process filled with trials and errors. While experimentation can be helpful in the sales process, it is far more effective on a company level to leverage proven methodologies that stem from a cohesive approach. A well-written sales playbook not only streamlines the entire sales process, but it enables your team to more successfully handle a variety of sales situations, while simultaneously communicating a value proposition to each potential client.

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Artificial Intelligence vs. Machine Learning In Sales. What’s the difference?

6/4/18 11:41 AM / by David Fletcher posted in sales coaching, AI, Artificial Intelligence

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Artificial intelligence and machine learning are two of the biggest buzzwords and trends within the sales sector. While these two  terms are often used interchangeably, they are in fact quite different. If sales associates want to maximize their efforts, then they  need to ensure that they understand the key differences between artificial intelligence and machine learning, especially as they  relate to big data and analytics.
 
What Is Artificial Intelligence (AI)? 
AI is the umbrella term for the variety of processes (including learning and decision making) that help make computers both  faster and smarter. In fact, AI is an essential field within Computer Science. One of its integral components is big data. In order  to continue to process and analyze information at faster speeds and larger quantities, AI systems need to have access to  incredibly large fields of data.
 
One of the best components of AI is that it can be used across a wide variety of industries. For example, AI can scrutinize  student study patterns to create personalized tutoring suggestions. It has also been used within robotics, speech therapy,  transportation, medical, and marketing fields. For example, inbound marketing focuses on attracting customers via content that is  engaging, relevant, and helpful. It focuses on establishing connections, growing relationships, and helping customers travel
through the sales funnel in a way that is both "human" and decidedly personal. Not only that, but inbound marketing is about  delivering the right message to the right person at the right time and on the right communications platform.   So, where does AI fit in with inbound marketing?
 
AI provides the right data, intelligence, and tools, such as those offered by  HubSpot , to deliver hyper-personalized content on a  large scale. Through AI sales associates and marketers can make decisions based on carefully analyzed data points In fact, it's  how Netflix, Pandora, Spotify, and Amazon are able to make the recommendations for what you should, watch, listen, or buy  next. These powerful insights are all thanks to AI
 
What Is Machine Learning?
Machine learning falls under AI. It is a specific process whereby knowledge is discovered, data points are gathered, and  algorithms are used. At its core the entire process follows these seven steps:
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