Sublime
An inspiration engine for ideas
coaching tool to support individuals
Jeffrey Hiatt • ADKAR: A Model for Change in Business, Government and our Community
you read “job description,” think “role elevator pitch.”
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Sales Reps Sales Managers Executive Management The Customer
John McMahon • The Qualified Sales Leader: Proven Lessons from a Five Time CRO
heart. He or she can be seen stalking casual conversations and pulling people aside for interrogation.
Debra Fine • The Fine Art of Small Talk: How to Start a Conversation, Keep It Going, Build Networking Skills -- and Leave a Positive Impression!
one-on-one sessions
Jeffrey Hiatt • ADKAR: A Model for Change in Business, Government and our Community
Ask any VP of sales after their company takes a venture capital funding round. It feels like open season and they’re the deer.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
appropriate messages for each audience.
Jeffrey Hiatt • ADKAR: A Model for Change in Business, Government and our Community
If you increase lead conversion rates, but you aren’t closing more business, what’s the point? Similarly, if your account executives are having twice as many introductory meetings, but you aren’t gaining more new customers, you’re just spinning your wheels.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Personas are people, sales reps who are the end-user, Eric the IT person, and Janet the sales rep, John the champion in the account (the most important).