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MISKAT MILU
Apr 06, 2022
In Welcome to the Forum
McKenzie Ingram, one of Act-No's marketing reporters, sat down with Luke Smith, Regional Sales Manager and Area Manager for Act-On in the Portland office, to Latest Mailing Database discuss his experience leading the company. a sales team at one of America's fastest growing companies. Luke rose through the ranks at Act-On and is recognized as a leader in SaaS sales. And, in another life, he was actually a successful college and pro football player for the Idaho Vandals and Houston Texans. Now that he's hung up his boots and left professional football behind, Luke shares with us what it means to succeed on and off the pitch, and how the two careers aren't that different. What's the biggest difference you see between successful salespeople and struggling ones? Salespeople are measured by their weekly, monthly, quarterly, and annual contribution. Sales is a timed event much like a football game, except there are no timeouts, no ties, and no overtime. Time passes inexorably every minute, and we cannot recover those minutes. If I can eliminate 25% wasted time, I've just suddenly added 25% production to a day, a week, a shift. And that's a lot. This is the expectation I have set myself with my sales team. Successful reps need to make sure that every day they work they appreciate the value of the time left, or the Latest Mailing Database lack of it, to ensure that tasks are prioritized and top-notch revenue-generating activities are priorities. Successful salespeople accept this; those who fail don't. It seems like time, or lack of time, is a huge barrier for sales people. How do you fight this? In terms of prospecting habits, what I see is that salespeople, in all industries, are struggling to focus and point in the right direction. If you took a look at those numbers at the end of a quarter and calculated how much time you wasted doing non-income generating activities; or calling the wrong people who will never contribute to the desired outcome would be pretty disgusting from a business perspective. So the real question is, how do you reduce the risk of not hitting your number by eliminating the wasted time every salesperson faces on a daily basis? So what's the answer to Latest Mailing Database that question? How to eliminate it? Basically, you're looking to call the right company, call the right person within that company, and call that person at the right time. These are the three elements that make a good prospecting call. But how do you know which is the right company, the right person or the right time.
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