Pivot Strategies and Technology to Master Sales Digital Transformation
Some of the biggest changes that happen during a sales digital transformation involve using data and insights to better understand customers.
Without Data, We’re Just Salespeople with an Opinion
Data teaches us the most important lessons: what went right or wrong, what can be improved, and what path forward we should take.
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – September
In “The Monthly Rundown” series, I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds.
A Place for PreSales: Creating a New Sales Community
Presales professionals historically haven't had many resources. That is, until James Kaikis and Yuji Higashi set out to create them.
Why ROI Selling is the Key Ingredient to Business Growth
How can sales teams maintain existing business while fostering growth? Consider value-based or ROI selling.
Must-have Qualities for Sales Enablement Leaders in Uncertain Times
It’s more important than ever that sales enablement leaders have the right qualities to succeed in their roles, no matter what changes come their way.
Avoiding Sales Team Burnout During a Pandemic
Burnout can exist in any vertical when someone is doing the same task over and over again at an unsustainable pace. While this feeling can come about at any time,...
5 Learnings from Sales Leaders for Selling During COVID-19
While it was important that businesses paused and thought about what the market needed to hear and what actions companies needed to take, now is the time to plot a new heading for growth in the new abnormal world. Navigating this new normal was a key point of discussion at the recent Stop the Sales Drop Virtual Summit, where 54-plus advisers, experts, CMOs and sales VPs came together to talk about the path forward.
SDRDefenders: Fighting for Change in the Sales Community from the Ground Up
By democratizing access to skills and information SDRs need to advance their careers, SDRDefenders seeks to attract and support a more diverse and inclusive generation of future sales leaders.
How to Achieve Sales Success Post-COVID-19
COVID-19 has shined a very bright light on the single biggest reason most salespeople are failing. As a B2B salesperson in 2020, your ability to quickly earn trust and...
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – June
Was it me or did June fly by? Hope everyone ended Q2 on a strong note. We’re 50 percent through (hopefully) the craziest year of our selling lives. While June...
Tips From A Sales Leader Who Was Remote Pre-Covid
When I started working at Hive in January, I was splitting my time between San Diego and New York City. I was the vice president of sales leading a team...
Six Key Principles To Managing Remote Sales Teams
When UberEats first launched in EMEA in 2016, my team and I found ourselves immediately confronted with the challenge of scale. Increasing the number of restaurants on the platform was...
Five Tips for Selling to SMBs
Here are five tips that will help you develop your SMB sales strategy from Adam Johnson, Senior Vice President of Sales at ActiveCampaign.
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – May
Well, at least we can say this year has been anything but boring. In the business world, we’ve seen highs and lows as companies grapple with economic whiplash, and startup...
Part 5: Safe-fail: What if Sh*t Hits the Fan?
Disclaimer: This is a not a warm and fuzzy “everything’s going to be OK” post. I haven’t watched “Game of Thrones” but I believe the appropriate phrase is “winter...
Part 4: Sales KPIs You Shouldn’t Care About (and the Ones You Actually Should)
Sales KPIs are super important, but right now you need to pick your battles on which KPIs will have the strongest correlation to success.
The 54 Sales Leaders You Should Get to Know in 2020
Update: June 26, 2020 This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” Initially, the list criteria was based off of the total...
Part 3: Freemium Trials (and the Death of the Top-Down Model)
“Shamus, thanks again for your time yesterday. After discussing with the team …” Do you know how this story ends? “… we’re not moving forward.” If they...
How to Build a Successful BDR/SDR Team: SquareFoot
SquareFoot’s business development manager, Ryan Malone, is charged with building, coaching and managing a team of business development representatives (BDRs). Leading the first line of communication with potential customers, Malone...
