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Digital Panel - May 12, 2020

Scaling up sales Excellence

In this Digital Panel, we'll be joined by Meredith Rosenzweig (GTM Systems Product Manager at Dropbox), Rachel Belkin (Director of Global Platform Sales at Dropbox), and Marty Enns (Chief Revenue Officer at SetSail) to discuss all things Scaling Up Sales Excellence.

This Digital Panel is brought to you by the amazing team over at SetSail.

Key Topics Discussed -

  • The New Reality

  • It’s the Middle of the Deal that Matters

  • Sales Technology Trends

Key Takeaways -

  • Go deeper not wider with your revenue organization and its priorities, including the tools you have. Spend time understanding what you have now and improve upon it. Get a better understanding of your tools and tech.

  • A sales rep should know how to be vulnerable in order to advance a deal. Look at language choices. You can track this in calls and emails.

  • Measure your team’s soft skills. Some of the metrics for soft skills are tracking conversion rates on discoveries, qualifications, and resurrecting deals. These activities take soft skills to take them to the next level.

  • Most sales leaders have historically struggled with the last mile of sales productivity. It gets harder and harder to scale productivity. Get creative with keeping the momentum going. What behaviors do you want to influence next? It’s the last mile that matters.