Stackprotech’s Post

I’m often asked about what makes a great salesperson. People say, "You're in sales, Mike. What's your take?" Having grown up in a sales-oriented family and later transitioning into tech and tech sales, I've developed a distinct perspective on this. I believe that a truly great salesperson must work for an organization they trust, selling products and services they thoroughly understand and are genuinely passionate about. Contrary to the cliché that a good salesperson can sell anything to anyone, my belief is that true success comes from authenticity and belief in what you're selling. Essential qualities of an excellent salesperson include curiosity, active listening, and the ability to expertly guide customers through the sales process. You might think, "Isn't sales a cutthroat, every salesperson for themselves game?" In reality, successful salespeople thrive on collaboration and teamwork. When a sales team collaborates and shares their successes and evaluates their failures, everyone grows, and the company wins. They excel at networking and consistently sow the seeds for future opportunities while closing deals in the present. While some healthy selfishness is involved, they are always engaged in continuous learning—about the market, their clients, their products and services, and the competition. Moreover, they contribute to their organization’s success by maintaining discipline in prospecting, forecasting, closing deals, and ensuring healthy CRM maintenance. This helps in continued engagement and fostering long-term client relationships after securing the sale. I am so happy to be back at Veracity, where we embody these principles. Our commitment to trust, passion, and continuous improvement ensures that our sales team not only meets these ideals but also consistently delivers exceptional value to our clients, partners, and each other. #veracityconsulting www.veracityit.com #selling #groomyourcrm #abc

Over the past couple months, I've been helping several SMBs fix their sales functions, and without fail, I always see the same issue: They think hiring a salesperson (or hiring a *new* salesperson, or a *new, new* salesperson 🙄) will solve their dry pipeline issues. ...but here's the problem: Paying a salesperson's salary, isn't "investing in sales." Now, we could get into all of the things you need to properly support your sales function (e.g. market/competitive research, customer/sales data, marketing collateral, ...or even having a CRM system forgoodnesssakes) ...but I think here's a good "sniff test" to see if you're on the right track: 👉 Are the people who support your sales team also supporting operations? If the answer is "yes," I can promise you that your salesperson isn't getting the support that he or she needs. How do I know? Because the minute an operational fire pops up, the salesperson's needs go to the bottom of the proverbial priority stack. (...and that's just where they'll stay...because, let's face it, there's always an operational fire going on. 🤦♂️) You don't need excessive resources to transform your sales team's effectiveness, but you do need commitment and investment. You can't just hire a salesperson and expect them to magically fix all of your pipeline problems on their own. (Sorry, not sorry. 🤷♂️)

🚀From Good to Great: Mastering Sales in 2024 Ready to enhance your sales performance this year? It's all about investing in the right skills and staying up-to-date with the latest trends. Here's your guide: 🎯 Hard Skills: Nail the basics—prospecting, CRM, research—but go beyond. Enhance your communication with video skills and target the right leads using AI-driven data analysis. Deep research ensures you truly understand your customers' needs. 🤝 Soft Skills: Authenticity is key. Build trust with genuine connections and active listening. Focus on building relationships, not just hitting quotas. Discipline and time management are crucial for consistent results. 🔑 Key Takeaway: Great salespeople are trusted advisors who exceed quotas and cultivate lasting relationships. Are you ready to excel in sales? Read the full blog post here: https://bit.ly/3VYEGhR Pre-register now at ambi.careers to be notified of open sales positions at the best tech companies Pre-register here: https://bit.ly/4cUNBal

Sales isn’t just about closing deals; it’s about strategy, grit, and knowing how to play the long game. When I started in hotel sales, I quickly figured out that coasting on a couple of leads wasn’t going to cut it. I needed to stack my deck, big time. We’re talking hundreds of prospects, all lined up and ready to go. Back then, I didn’t have all the high-tech tools we have today. It was me, a whiteboard, and a drive to make things happen. I’d track every prospect manually, marking down names and potential revenue, and then work that board like it was my playbook. It wasn’t just about staying organized—it was about keeping my eyes on the prize and knowing exactly where to focus my energy. Sure, today’s sales world is full of digital tools that can streamline the process, but there’s something to be said for the old-school approach. Even now, I still rely on that whiteboard. There’s something powerful about seeing everything laid out in front of you—a constant reminder of what’s at stake and what needs to be done. Success in sales isn’t just about the latest software or the newest strategy. It’s about knowing what works and sticking to it. So, set up that whiteboard! Map out your prospects, and keep pushing forward.

During my recent sales roles, I’ve noticed that many people seem to believe that setting appointments and closing deals 'just happen'. In reality, this is far from the truth. What sales professionals think happens: 10 calls, 5 sales appointments, 2 deals. In reality? It looks more like this: 125 calls, 4 sales appointments, 1 follow-up call, 1 deal. See the difference? There’s no shortcut. Sales is a numbers game, and it’s about mastering the process, but also about refining a unique technique that works for you. My old boss taught me that every call matters. Each sales appointment demands you to understand the client’s needs inside out. And that the deal is based on trust, timing and consistently delivering value. The key takeaway? Sales is craftsmanship, and hard work! And the data from your own process will tell you a lot about what works and where you can improve. Success in sales isn't luck, it’s about staying persistent, analyzing what works, and tweaking your approach. ➡️ What’s your sales data telling you?

You've heard it before. "Work smarter, not harder." That's even more true for field sellers. They operate differently and need resources to highlight the critical behaviors/activities to win deals. It's not enough to "do more." Learn why we're the #1 Field Sales Engagement platform. Book a demo and achieve more. #fieldsales #outsidesales #B2BSaaS #salesengagement #achievemore #SPOTIO

Sales didn’t make sense to me at first. Coming from a technical background, I thought the secret was in tracking everything: calls made, hours worked, endless activity logs. But I realized quickly: effort doesn’t equal impact. I see so many sales teams caught in this trap. They’re busy measuring meaningless metrics—calls made, emails sent, time spent hustling—but they miss the real targets: qualified leads, conversion rates, and revenue growth. All that “activity” creates noise, but no momentum. 3 things I learned to avoid this trap are Qualify or waste time. If they don’t have the problem you solve or the resources to pay for it, they’re not a lead—they’re a distraction. Your offer is the real closer. Forget fancy pitches. If your offer doesn’t feel like the only solution to their problem, nothing else will save the deal. Track outcomes, not inputs. Meetings booked. Deals closed. Revenue earned. Those are your real metrics. Everything else? Nice to know, but it won’t pay the bills. Most people in sales don’t have a work ethic problem. they have a focus problem. If your team is grinding hard and still not hitting targets, it might be time to reframe how you measure success. I’ve been working on helping sales teams do exactly that, making them 10x more productive by focusing on what really matters. Want to make your sales team unstoppable? Hit me up.

If you treat sales like a means to an end, you're missing the point. If you're constantly trying to close the prospect without cultivating a level of trust, it'll be an instant turn-off - because people can smell desperation a mile away. So instead of just pretending to care, actually cultivate the desire to help people and build those relationships. Because weirdly enough, when you're less worried about the results and more about the process, that's when your results get maximized. ___________________________________________ Enjoying these tips? Become a sales expert by joining our team. Click the link below to apply: https://lnkd.in/gwNAmtGj

The truth is: Sales reps should be closing deals, not drowning in paperwork. That's why every Sales Rep needs a Sales Assistant, ready to tackle tedious tasks like: 🖥 CRM data entry 📆 Appointment scheduling 📞 Outbound calls With an assistant in your corner, your Sales Team can stay laser-focused on the main goal—sealing the deal and smashing targets!

Think about it... ☎ You won't buy over the phone? Prospects do it every day. ☃ You don't like cold calls? Others cold call with a *success rate between 2% and 20%, depending on the quality of the leads (and I'll add, sales skills). 👫 You prefer to speak to your spouse or boss? Qualified decision makers don't. 📵 You don't listen to voicemail messages? Others do, especially the senior market. Get the point? Others do! 🔥 *Gemstone Data