Robert Indries’ Post

Mistake # 731 of building Sales Assembly: We tried to build a platform. After 3 successful years from 17-19, in 2020 we started to shift our model to become a platform Training? Get it here Help with hiring? That’s us Need strategy support? Let’s talk Events company? Sure let’s do that too It was too much Not just because it was hard operationally. But because our clients didn’t want it. Didn’t get it. It made revenue harder for multiple reasons: 1) we were charging more because of all the stuff and “value”. Higher costs = harder sales 2) it made messaging very difficult 3) renewals we’re harder cuz diff companies bought for diff reasons And we were not alone. During the ZIRP days a lot of companies tried to build a platform But today they’re feeling the effects. Your clients don’t need a platform. They have specific needs they want solved and they want easy solutions. They don’t want to pay for everything else they don’t need, or already get elsewhere. Today, our product is simple. We do one thing (live skill development for revenue teams) and do it damn well. My lesson for companies today, and my past self: figure out the 1 or 2 things you can be world-class in, and just do that.

It’s never too early to start sales planning and it should be continuous anyways! Don’t miss out on this advanced-level crash course tomorrow, June 13th at 1:00pm EST for the RevOps Co-op! Join industry leaders George Erskine (Candescent Strategies), and Jeff Ignacio (Regrow Ag) and myself as we unpack the sales planning process, lessons leant over years doing this each year and the optimal order of operations for the ideal outcomes and outputs! Topics include: ✅ Setting and achieving planning goals ✅ Integrating with GTM planning ✅ Crafting a robust annual planning process ✅ Effective communication and change management ✅ Rolling out the plan and compensation updates 📅 Save the Date: June 13, 2024 🕒 Time: 1:00 PM EST 💻 Where: Zoom Register now: https://lnkd.in/ew8-guwM #SalesPlanning #SalesStrategy #RevOps #Webinar

🎶I’m all the way up 🎶 Level up your sales game with a sales playbook! 📖 It guides reps through the process, helps handle objections, and creates consistency across the team. Whether you're a new hire or a seasoned pro, a playbook can be your secret to closing more deals. 💼💡 🔗Read our new blog: https://bit.ly/3MzD88l #SalesSuccess #SalesPlaybook #SalesTips #TeamPerformance

To weight or not to weight - that is the question... Weighting the number of leads a rep receives is a hot topic. Why, though, would you want to weight the distribution of your leads in the first place? When listening to our customers we found these 2 common reasons: ⏲️ Onboarding reps: New reps need time to onboard and ramp. During this time you don’t want to overwhelm them, so by using weighting they have less leads to work whilst they learn. 👑 Seniority: Junior reps, who may not have as much experience and expertise, and often a smaller quota, might need less leads than senior reps - which can also be achieved through weighting. The third reason relates to performance 📈 - you might weight leads so that higher performing reps get more leads than those that are performing at a lower level. This is where the most interesting discussions take place, and with no right or wrong answer it’s useful to understand the different points of view. This great post by 📈 Jeremey Donovan highlights the different view points so you can understand what will work for your business: https://lnkd.in/gUncxFaX Whether you choose to weight leads for onboarding, seniority or performance, Distribution Engine has you covered.  Check us out below 👇 https://lnkd.in/e3ecr6vG

"You're looking at 'Causes', right?" In a meeting with Marquam Piros @ (Seagate Technology - thank you for making great products btw!) ~14 years ago, I was stopped in my tracks. Myself, Kent Green, Javier Rangel, Michael Penna, and a bunch more of us had just spent 16 weeks in an intense sales onboarding program becoming my own versions of sales ninjas - TOFU, Disco, Demo, Negotiation, etc. It was a blast and we had learned and drilled on this new framework that company had modeled for our Discovery conversations and this was my first in-person meeting with an executive since training. Our framework had 3 main sections, each with their levels of depth Reason (R) - What's going on with... Causes (C) - Why is this happening? Impact (I) - Who's impacted and how? About 15 minutes into this meeting, Marquam asked: "You're looking at 'Causes', right?" "Yes" I nervously replied closing my notebook with my framework hidden inside. I was a deer in headlights. He caught onto the flow of the conversation and I was cooked! "It's ok, keep going." he said. I stumbled forward. We had a good conversation. I still remember his son's name - Marshall. The deal wasn't perfect. It wasn't easy. It took a village on both sides and I'm sure I gave him a few early grey hairs. A month or so later, my CEO John Borgerding, called to congratulate me. He didn't have to and it was the last thing I expected as I made a ton of mistakes during the process and, candidly, we were lucky to win the deal. But I'll never forget that call. The same way I'll never forget that showing someone you're prepared puts them at ease and invites them to open up. Sales is a lot of little things done right. Frameworks ensure those little things happen every time. If you're on the fence about frameworks and want to avoid the rigidity many can lead to, I'd love to show you how to build ones that allow your people to be themselves while ensuring their ability to be successful! #gtmstrategy #sellingskills #salesframeworks #salesenablement

Just finished "Nano Tips to Succeed in Sales with Morgan Ingram" by Morgan J Ingram! Check it out: https://lnkd.in/dvHpqcUT #saleseffectiveness.

At Sales Acceleration Solutions, we're here to guide you toward the pinnacle of success. Imagine the feeling of consistently closing deals, the confidence of knowing you have a winning strategy, and the pride of watching your business thrive. With our tailored sales processes, you'll have the tools to make that vision a reality. Let us be the catalyst for your success story and create a future where every sale brings you closer to your dreams! --- 🌐 https://lnkd.in/eYZMRDf2 . . . . #salesacceleration #successguidance #closingdeals #winningstrategy #businessthrive #tailoredsales #salesprocess #successcatalyst #dreamachievement #salessuccess #salesgrowth #businessdevelopment #salesstrategy #successstory #futurevision #salestools #businesssuccess #salesconsulting #salescoaching #salestraining #salessupport #salesexcellence #salesperformance #successjourney #dreamrealization

Looking to take your enterprise selling skills to the next level? Then, I highly recommend registering for Jamal Reimer's Elite Sellers Playbook Program. Here's the motivation: "2x YOUR AVG DEAL SIZE BY MASTERING THE 8 FUNDAMENTALS OF ENTERPRISE SELLING TO WIN LARGER DEALS IN 90 DAYS", and here's the link the register:

🚀 JUST LAUNCHED 🚀 Our new Sales Enterprise Series (SES)!!! The entirety of the content has been revamped, modernized and transformed!!! 💯 That's because selling to large corporations isn’t like selling to smaller companies. It’s complex, high-stakes, and requires commitment – but when done right, the payoff is huge. 📈 I learned that in spades over my career selling in the Enterprise space. It's a completely different beast.🦄 Comment "ENTERPRISE" below or send me a DM and I'll send you a free outline of the series and a white-paper that outlines: 👉 The key challenges to expect in enterprise sales 👉 How to navigate complex buying processes 👉 The eight must-know moves for winning big deals 💰 Equip yourself and your team to succeed in the world of enterprise selling.

5-Step Playbook: how to close & win more deals? Every deal is unique, but the goal is always the same: to get it closed. Register now and learn from the experts. (https://lnkd.in/djhiYETX)   We will share with you a dynamic 5-step playbook crafted by Murali Satagopan,Group Product Marketing Manager and Nora Hanagan-Breen, Senior Director of Sales @ PandaDoc, ready to help you create those successful sales proposals. 💯   Key Takeaways: - Empower your team: Provide your sales force with resources, to-do lists, and documents to succeed. - Master the 5-step playbook: Learn to personalize like a pro, with clear, actionable steps. - Make your mark. Learn to weave your brand into proposals and make it your strongest asset. Save your spot! ➡ https://lnkd.in/djhiYETX