In the realm of modern business, the term “data literacy” often conjures images of analysts and data scientists poring over spreadsheets and algorithms. However, there’s a hidden power that data literacy brings to professions that extend far beyond the realm of tech. As an account executive, I’ve harnessed the capabilities of data analysis to enhance …
Elevating Account Management Through Data Literacy Read More »
Becoming asuccessful sales professional is a journey that requires continuous growth and development. As aspiring salespeople, we often wonder how to excel in our careers and achieve financial success. A mentor once shared with me a valuable piece of advice: “Chase the skills, and the money will follow.” In this blog post, we’ll explore the …
Chase the Skills and the Money Will Follow: A Sales Professional’s Journey Read More »
I recently re-read the book “The Challenger Sale” as a recommendation from my sales manager and mentor Marina Leight. It was really good to be reminded of several key skills and tactics that high performers (Challengers) use to be successful. I will be writing a few posts on the different chapters that had an …
Book Club- The Challenger Sale: Taking Control of the Customer Conversation Read More »
It’s the holiday season once again. Everyone is happy or pretending to be happy. Holiday parties and get-togethers are taking place. Time for crazy traffic and long wait lines everywhere you go (if you’re brave enough to go out). Don’t get me wrong, I do like the holidays. Especially because it means I get to …
One of the lessons I learned during my MBA is that high-performing teams need Psychological Safety. What is that you might ask? Well, according to the all-knowing Wikipedia – “Psychological safety is being able to show and employ one’s self without fear of negative consequences of self-image, status or career (Kahn 1990, p. 708). It …
Have you ever wondered how high-performing teams get made? Read More »
I recently read the book – The Obstacle Becomes The Way by Ryan Holiday. I highly recommend it to everyone. It was recommended to me by a mentor as I asked him how he was always able to reach and often exceed goals, even when things seem to be stacked against him. Believe me, it’s …
I have been in sales for over 20 years and every once in a while I hear the words “prospecting is dead” or “it’s a waste of time”. Well, I agree and disagree. Why you might ask? Have you heard of the phrase “retail is not dead, only bad retail is dead”? – from my …
During the commencement exercises of my MBA at the University of Utah, one of the speakers shared an African saying that has stuck with me ever since- “If you want to go fast, go alone; but if you want to go far, go together.” This is true in your professional life as well as in …
“If you want to go fast, go alone; but if you want to go far, go together.” Read More »
This is going to sound weird, but I learned not to quit by quitting. I learned a very valuable lesson early in life (well in high school, I hope that is still early) about not quitting or giving up. I learned not to pursue the short term glory by sacrificing long term happiness. Let me …
From my experience modern SaaS sales teams usually follow the same organizational patterns with slight variations on titles and responsibilities. Following are the usual roles and responsibilities that you will find in the average modern SaaS sales team: Account executives (AEs)– Hunters and closers. Their responsibilities include: building pipe independently from other resources, working a …