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...
by Zach Janik | Sep 5, 2023 | SALES THOUGHTS
Forecasting can not be predicted with 100% accuracy but, just like insider trading, if you have a better understanding of the problems we are about to face, you can better position yourself to secure the outcome. And unlike insider trading, this won’t put you in...
by Zach Janik | Aug 31, 2023 | SALES THOUGHTS
Attrition – “the action of gradually reducing the strength or effectiveness of someone or something through sustained attack or pressure.” Even our most effective sellers can start to tune out, it’s become the norm of senior sellers to be left to their own...
