Top Performer DNA: Interview with Ed Calnan of Seismic Software

By Laura Sardilli

As part of our Top Performers in Sales series, we recently had the privilege of interviewing Ed Calnan, Founder and President of sales enablement solution provider Seismic.  Ed offers perspectives on high performance sales from two angles -- as a leader of a high growth SaaS company, and as an enabler of sales productivity and collaboration for Seismic customers.

When asked what differentiates the best people in sales, Ed cites three key traits: 1) The ability to understand and navigate organizations, 2) Proficiency in addressing business problems, and 3) Discipline to learn from wins and losses. Ed and his Seismic team are uniquely skilled at these pursuits as innovators in customer engagement, sales process, and Account Based Marketing.

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The Case for Sales Onboarding and How to Do It Right

By Beth McGraw

The business case for good employee onboarding is nowhere more glaring than in the sales organization. Companies spend more to hire talent in sales than in any other part of the organization and also experience some of the highest turnover rates (25% to 30% annually1). When a seller leaves, the departure can cost a company between $75K to $300K each year, before considering lost revenue.1 After hiring a replacement, it takes an additional three to six months for a sales rep to become productive.

Benefits of Good Onboarding

Experts agree that a well-executed onboarding program can reduce risk, accelerate the path to productivity, and reduce attrition. CEB research on sales onboarding tells us that engaged employees are 9 times less likely to leave, and effective onboarding programs have the potential to increase employee performance by 15%. Boston Consulting Group’s study, Realizing the Value of People Management, identified onboarding as the second most important capability (after recruiting) amongst 22 HR capabilities that impact revenue growth and profit margins.2

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Favorite Reads for Sales Teams: Avoid the "Book of the Month Club” Approach

By Tom Martin

It’s that time of the year again -- Holiday Starbucks cups, panic over Q4 deals to close on 12/31, and finally, lists of books your sales team should read over the holidays (“Top 10  Must Read Books on Sales!”)  This won’t be one of those blog posts.  In fact, I encourage you NOT to push new sales books on your reps over the holidays.

What are the types of reads your sales team would be willing to peruse in their down time that have actual relevance to your business?

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The Sales Transformation Dilemma – To Tweak or To Transform?

By Michael Perla

"Sometimes a tweak (delivered through training or a new tool) is all a sales force needs; other times, a full-bore transformation is in order."

The quote above was part of a book I co-authored with Warren Shiver entitled the 7 Steps to Sales Force Transformation. In the book, one topic we discuss is the difference between a sales force transformation and a tweak. Since the book release in January, we have received a lot of questions around tweaks versus transformations. What exactly do we mean by sales force transformation? As a sales leader, what are some qualifying questions I can ask that help me assess if a transformation -- or a tweak in the right areas -- is the right approach?

In response to these great questions, we have created additional tools and resources for sales leaders to understand the difference between these two options and which would have the best impact on their sales organizations.

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View of a Former Buyer: Episode 3 - Trainers

By Doug Ferreira

This is the 3rd and final episode in the series in which I have shared my thoughts and ideas regarding some of the critical roles in the sales effectiveness world… all roles that I have had the distinct pleasure to play. We have addressed those who sell sales effectiveness solutions and sales training, as well as those who buy these solutions. In this final segment, I would like to talk specifically to my current peers – my sales training and coaching colleagues.

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View of a Former Buyer: Episode 2 - Buyers

By Doug Ferreira

In the first blog post in this series, we embarked on a journey to discuss my view points on best practices for different players in the sales effectiveness solution “selling cycle,” including those who sell these solutions, those who buy these solutions, and those who deliver these solutions…all roles that I have played myself.

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View of a Former Buyer

By Doug Ferreira

Episode 1 - Sellers

There are thousands, probably 100’s of thousands, of sales trainers walking our wonderful planet at this given moment. Certainly, a large number of us have had a point in time in which we “carried a bag,” some for many years, others maybe for only a brief moment. Many agree that while not a hard prerequisite, having “pounded the pavement” in one’s past gives the sales trainer a unique point of view and some credibility while in front of a bunch of seasoned sales pros.

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What’s All the Talk About Sales Enablement?

By Michael Perla

It’s a hot topic, particularly in the world of sales. I often hear VP’s of Sales talk about it and pundits at large. A Google search of “Sales Enablement” returns over 1.1 million results. Everyone wants to be enabled – right? To some people, it also may sound better or more strategic than sales operations. So what is sales enablement?

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We Work For You

By Warren Shiver

What’s in a name? If it’s a B2B sales enablement and resource website, then it truly says it all, and well. We recently met with AutoTrader.com and spent some time discussing their sales transformation and evolution from supporting auto dealers with advertising solutions, to becoming dealer consultants with a 360 degree perspective on all aspects of running a best in class retail automotive dealership.

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