AUGUST 2019

“I want to help those who want to help themselves. It’s much easier to inspire those who are already motivated to be better.”

- Kristie Jones, Principal

If Player/Coach was a Good Idea, Then the NFL Would be Doing It

I regularly speak with founders that are looking to get out of the sales leadership role but can’t justify hiring someone who’s sole responsibility is to manage a group of SDRs (Sales Development Reps) or AEs (Account Executive). Instead, they’ve decided to add a quota carrying rep who will also play the role of sales leader. I cringe each time I hear this. Here’s why...

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Identifying Your Ideal Customer

If you don’t choose who you want to do business with, then your customers will choose you! And these customers might be less than perfect.

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Upcoming Sales Events

Women in Tech Exchange: Share, Connect, energize with your tribe

September 5, 2019 | 5:30-7:30pm
Rise Collaborative
8820 Ladue Rd.
St. Louis, MO 63124

Expect nothing but energizing and powerful. This event is FREE and open to all (men, women, ...) We will be celebrating each other every month. A great opportunity to empower and uplift. A place you don't have to be perfect. Just be you and connect.

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Reach - G2 Crowd Conference

September 11, 2019 | 8am-7pm
Revel Fulton Market
1215 W Fulton Market
Chicago, IL 60607

Unlike any conference you've ever attended. G2’s first-ever, one-day-only conference, designed specifically for people who sell and market software #G2Reach. Meet with senior sales and marketing peers at some of the world’s most innovative companies.

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Startup grind: Big Brands Built Here

September 25, 2019 | 5:30pm
Spaces: Central West End
4625 Lindell Blvd
St. Louis, 63108

Join us for a special event featuring a Fireside Chat with Gabe Lozano, as we explore his journey building LockerDome to the giant it is today. Gabe Lozano is the cofounder and CEO of LockerDome and also the cofounder of GlobalHack.

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Sales Success Tip

Maximize Every Call!

With phone connection rates only @ 7-10% you need to make sure you maximize every verbal conversation you have with prospects.

Here are my best practices for making the most of every call:

Don’t get off the phone until you’ve qualified them in or out, no matter if they are interested in moving forward now or not. So what does that mean? Make sure you collect important information that will help you determine if continuing to follow up at a later date makes sense. Here are some suggestions:
- Number of employees
- Number of locations
- Software they are currently using
- Competitors they are currently using and contract renewal dates
- Pain Points your product could solve
If they aren’t interested in your product or service at this time ask them the following, “Would it be okay if I keep in touch with you as you get closer to budget decision time/your contract renewal to see if that would be a better time to learn more about us?”

Are You Ready For Results?

We help growth companies reach their revenue potential by:

» Evaluating individuals, teams, strategies, and processes.

» Training and coaching individuals and team.

» Interviewing and hiring SDRs, Quota-Carrying Hunters, Sales OPS, and Customer Success Managers.