by Zach Janik | Sep 27, 2023 | Uncategorized
Every single sales person on your team should be paired with a sales coach. Lets review the stats and you tell me if you are on board….. 90% of companies are behind plan <30% of reps are hitting quota 300,000 sellers laid off Avg tenure of VP Sales <17 months...
by Zach Janik | Sep 21, 2023 | SALES THOUGHTS
What are you looking for in a gong call?? There is tone and then there is body language, but outside of that, should the remaining not already be in salesforce? The framework for an opportunity is outlined (HERE for MEDPICC and HERE for GAP) but this should be your...
by Zach Janik | Sep 20, 2023 | SALES THOUGHTS
Coaching a senior rep is never easy – the mindset for years has been that we let them do what they do. But win rates have dropped by 15%, sales cycles have lengthened by 32% and average deal sizes have dropped by 32% – this bad new courtesy of...
by Zach Janik | Sep 20, 2023 | SALES THOUGHTS
You sold the champion, they are going to escalate this to the next level and now you have to navigate the waters of the organization to the top. What are they looking for? – Budget, timeline, how much effort is involved, scaling the risk and how much does...
by Zach Janik | Sep 11, 2023 | SALES THOUGHTS
Seventeen. That’s how many emails I unsubscribed from today. Noted Analytics sponsored SaaStr Annual last week in San Mateo, CA so I went and met a lot of different software vendors. And here comes the wave of generic emails flooding my inbox. As sellers, we...
