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the latest in revenue best-practices

insights for individual contributors, management, & revenue leaders

sales stand up

2 minute quick tips to help you and your team sell better

future salespeople
expanding value
March 24, 2021
- 2 mins runtime

this week's quick insights...

  • sales stage activities
  • effective discovery
  • knowing your ICPs
  • aligning use & value
training & enablement
top sales training topics
March 17, 2021
- 2 mins runtime

this week's quick insights...

  • process oriented training
  • skills focused training
  • building individual knowledge
  • engaging your team

‍

future salespeople
the #1 way reps waste time
March 10, 2021
- 2 mins runtime

this week's quick insights...

  • inefficient rep activity
  • preventing AE burnout
  • keeping pipeline up-to-date
  • mapping qualification to process
customer success
revenue through customer enablement
March 3, 2021
- 2 mins runtime

this week's quick insights...

  • the principles of customer enablement
  • assessing your current buyer journey
  • barriers to entry & time to value
  • functional collaboration
future salespeople
selling features, benefits, value, & impact
February 24, 2021
- 2 mins runtime

this week's quick insights...

  • qualifying through features
  • bringing buyers to the table with benefits
  • getting specific with value statements
  • winning more deals by tying it all to impact

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sales round robin

~10 minutes on the latest in revenue research, news, and best practices

episode 016: expanding & honing value
future salespeople
episode 016: expanding & honing value
March 26, 2021
- 10 mins runtime

this week, the future salespeople team covers...

  • when to expand value
  • ICP & product knowledge
  • honing to improve win-rates
  • setting up your team for success
episode 015: sales training best-practices
leaders & management
episode 015: sales training best-practices
March 19, 2021
- 10 mins runtime

this week, the future salespeople team covers...

  • the value of sales training
  • 2 by 2 weekly sales commitment
  • process, skills, and knowledge areas
  • how to keep it interesting
episode 014: the top 3 ways sales reps waste time
future salespeople
episode 014: the top 3 ways sales reps waste time
March 15, 2021
- 10 mins runtime

this week, the future salespeople team covers...

  • selling the wrong solution
  • working inefficiently
  • wasting time on bad opportunities
  • the value of weekly trainings
episode 013: revenue through customer enablement
customer success
episode 013: revenue through customer enablement
March 5, 2021
- 9 mins runtime

this week, the future salespeople team covers...

  • sales performance metrics in 2020
  • defining customer enablement
  • adapting your process to drive revenue
  • cross-functional customer success
episode 012: how to sell features, benefits, value, & impact
future salespeople
episode 012: how to sell features, benefits, value, & impact
February 26, 2021
- 12 mins runtime

this week, the future salespeople team covers...

  • features, benefits, value, & impact statements
  • how they compare & contrast
  • how to produce your own
  • how to use them in your sales process
episode 011: inbound vs. outbound 101
revenue operations
episode 011: inbound vs. outbound 101
February 17, 2020
- 13 mins runtime

this week, the future salespeople team covers...

  • the chicken vs. the egg paradox
  • benefits and drawbacks of each type
  • your first sales attempts
  • primary vs. secondary sales process
episode 010: omnichannel sales development
revenue operations
episode 010: omnichannel sales development
February 10, 2021
- 12 mins runtime

this week, the future salespeople team covers...

  • efficiency and alignment to the buyer journey
  • positives/negatives of different channels
  • channel engagement based on buyer persona
  • out top performing outbound campaign
episode 009: your first & best sales rep (automation)
revenue marketing
episode 009: your first & best sales rep (automation)
February 3, 2021
- 11 mins runtime

this week, the future salespeople team covers...

  • turning sales automation into your best rep
  • sign-up & our follow-up responses
  • free and low-cost SaaS solutions
  • maximizing conversions vis personalization
episode 008: developing revenue functions like products
revenue operations
episode 008: developing revenue functions like products
January 27, 2021
- 10 mins runtime

this week, the future salespeople team covers...

  • intentional & strategic sales process(es)
  • parallels with product development
  • iterative building cycles
  • learning from the "spiral method"
episode 007: getting paid to validate product-market fit
revenue operations
episode 007: getting paid to validate product-market fit
January 20, 2021
- 11 mins runtime

this week, the future salespeople team covers...

  • creating hypothesis & revenue sprints
  • rapid sales development
  • ideal customer profiles
  • building revenue functions like products
episode 006: top 3 reasons you don't need a VP of Sales
revenue operations
episode 006: top 3 reasons you don't need a VP of Sales
January 19, 2021
- 24 mins runtime

this week, the future salespeople team covers...

  • the top 3 reasons you don't need a sales VP
  • drafting your needs from your revenue goals
  • what seniority in a sales title should mean
  • setting appropriate expectation internally
episode 005: structuring partnerships for success
revenue operations
episode 005: structuring partnerships for success
January 6, 2021
- 13 mins runtime

this week, the future salespeople team covers...

  • where partnerships fits in your org.
  • starting small before growing
  • creating a dynamic reporting structure
  • partnerships as a supportive function
episode 004: defining business development
revenue operations
episode 004: defining business development
December 31, 2020
- 18 mins runtime

this week, the future salespeople team covers...

  • what is "business development?"
  • the tenets of business development
  • how it compares to corporate & sales development
  • how to drive organizational impact with it
episode 003: when hiring sales leaders
future salespeople
episode 003: when hiring sales leaders
December 23, 2020
- 21 mins runtime

this week, the future salespeople team covers...

  • considerations when hiring a sales leader
  • background and experience
  • growth strategies
  • iterating toward success


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episode 002: 2021 revenue resolutions
future salespeople
episode 002: 2021 revenue resolutions
December 18, 2020
- 15 mins runtime

this week, the future salespeople team covers...

  • 2021 revenue resolutions
  • more efficient sales process
  • cross-functional training
  • investing in your team

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episode 001: a new breed of sales professional
future salespeople
episode 001: a new breed of sales professional
December 17, 2020
- 29 mins runtime

this week, the future salespeople team covers...

  • virtual selling during the pandemic
  • the value of active listening
  • the rise of the revenue engineer
  • media consumption by generation

blog posts

growth at all costs
future salespeople
1st horseman: growth at all costs - part one
by: alex guest -
December 6, 2020
-
25 mins read

Most organizations invest in training their team on how to hire, but that rarely provides guidance on when to hire who for which role, and most importantly, why you're adding that headcount in the first place. Like most problem...

why your team lies about their workload
revenue operations
why your team lies about their workload
by: alex guest -
November 9, 2020
-
4 mins read

The Hawthorne Effect is a behavioral reaction that states someone will change their behavior when they know they are being observed. Revenue leaders can use this to their benefit when you're looking to promote specific, produ...

role specialization without raises or promotions
revenue operations
role specialization without raises or promotions
by: alex guest -
October 17, 2020
-
5 mins read

We like to use the term, "checkpointing," in career development. These are informal positions that team members earn through overachievement that don't cost your organization anything other than investment in your people. WARNI...

buyer journeys aren't linear
revenue operations
buyer journeys aren't linear!
by: andrew vojslavek -
October 12, 2020
-
5 mins read

In my personal life, I have not experienced linear progress in the following: business acumen, rock climbing, parenting, learning a new language, weight loss, etc. Working with startups and the Fortune 500 has shown us that mos...

email shame: authenticity
future salespeople
shame email #001: authenticity
by: alex guest -
September 21, 2020
-
12 mins read

I collect sales attempts. The good, the bad, and the ugly. If you’re looking for it, you can learn new strategies, identify trends to follow (or avoid in order to stand out), and get a healthy dose of comic relief along the way...

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