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ExecVision @ExecVision_io

Improving performance by changing human behavior and closing the Insights-to-Performance Gap™ #conversationintelligence

Joined July 2015
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If someone never goes to the gym, they don’t need a personal trainer. They need someone with a bullhorn to get them to the gym! The same goes for unmotivated sales reps → buff.ly/39s9FKq

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Big changes never happen overnight. No athlete gets onto the varsity team just by rolling out of bed one day and deciding they’re going to be good. They do so through intentional, consistent actions. It’s the same for your sales team → buff.ly/31x8LYF #salestips
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One of the key factors that sets top-performing reps apart: 👂 Listening skills. 👂 Here are some tips for measuring AND improving your reps’ listening skills → buff.ly/3vBdQNq #salescoaching #salestips
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Small deals can be the bane of a rep’s existence. They may look “quick and easy” on the surface, but they take up as much time as white whales. This is why establishing contract minimums is key. Check out our other tips for increasing revenue per rep. buff.ly/2OIjoov
How do you take reps with little-to-no experience and shape them into top AEs? The following webinar covers: - Building SDR motions - Structuring SDRs’ first year - Upskilling reps to increase promotions Check it out → buff.ly/3diE2E2 #salescoaching
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There are 3 kinds of untruths: lies, damn lies, and statistics. So before you start quoting the latest sales stat, make sure it’s actually accurate. Check out our recommendations for evaluating online statistics → buff.ly/3qPFcvy #salestips #bestpractices
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A lot of factors go into driving business performance: - Product - Strategy - Employees - Data But a lot of people forget the *mental* game of sales. Check out our conversation with @JillKonrath, on this important yet under-discussed topic → buff.ly/39oWrOw
Often, we hear sales orgs say they don’t coach because they’re “just too busy.” Pardon our French, but we think that’s b******t. With a science-backed coaching model, you can help your people improve in whatever time you have available → buff.ly/39s9FKq
Sales training & coaching are *very* different things: - Training is learning something new - Coaching is implementing something you already know Knowing which one to implement is key to overcoming a rep’s skill gap → buff.ly/3rXHY35 #sales #salescoaching
Do you remember the last time you were onboarded? Stressful, wasn’t it? Drinking from the firehose is overwhelming, most people lose critical info because of it. It’s time for a change. Here are our tips for overhauling the onboarding process → buff.ly/3u7OKnx
There are countless sales tips out there on the good ‘ole internet. But not everything will actually be helpful (shocker, we know). Here are some tips for evaluating online sales best practices to ensure you’re getting the best info possible → buff.ly/3qPFcvy
“He who dies with the most coaching sessions wins…” nothing, actually. What matters is how big of an impact you make with each individual coaching session. Check out this post to find out why you should spend *less* time coaching, not more → buff.ly/31x8LYF
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⏱️ 90-second inbound response time. 📈 Data-fueled sophisticated outbound motions. These are just two of the things that @ZoomInfo revved up their go-to-market engine. Get the full story here → buff.ly/3cwHYC0 #sales #gotomarket #inbound
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Gathering info by phone is a game. A maze. A puzzle. When you hit a dead end, don’t give up. Just try another way. buff.ly/3qPC2YI #b2b #coldcalling #prospecting
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💰💰"If salespeople were motivated by money, I would never need to talk about dials.” - Kevin Dorsey 💰💰 Check out his motivational tips that aren’t tied to comp plans → buff.ly/3rZPZ7N #sales #salescoaching #salestips
If one contact says “no,” it’s not the end of the road. In #B2B sales, there are plenty of contacts within a single account. You just may not have found the right person yet. So keep digging → buff.ly/3rV2L7G #b2b #coldcalling #prospecting
When working large accounts, the gatekeeper is your best advocate. So what do you do when you get one on the line? - Ask for help. Seriously. Say “I need help” - Share info, don’t sell - Let them know your value prop What would you add? buff.ly/3qPC2YI #coldcalling
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It’s super frustrating when you invest 💲 & ⌛ into a training program... ...and reps forget what they were taught 3 weeks later. The “forgetting curve” is a real thing, according to science. Here's how to beat it → buff.ly/3rXHY35 #behavioralscience #salestips
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A deep contact bench helps you, the seller. But believe it or not, it also helps the customer. When you talk to more people, you get a better idea of EVERYONE who would benefit. Then you can offer a solution for the whole company. buff.ly/3s8C9jm #b2b #abm #sales
It’s tough when a prospect doesn’t want you on the line. But you have to talk to them in order to be successful in sales. So here are some tips for engaging uninterested prospects → buff.ly/3rV2L7G #b2b #prospecting
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