What sales operations technique has had the biggest impact on your success, and how did you implement in effectively?
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Hey @javaree.walker! Welcome to the Community and thanks for this question! For me, I’ve worked for some pretty well known conglomerates before and the amount of “Tools” they threw at us was pretty overwhelming.
One company in particular had an onboarding program and continuous learning program in place that was pretty impressive. They would use the “Challenger Sales” modality and taught us how to research an account, not only to understand the High Value Target (HVT) but to also look at the competitive landscape, to see how they stack rank against their self-named peers. It definitely added to the sales skills I had garnered along the way.
Thanks again, @javaree.walker.
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For me it was learning how to continuously be prospecting to find new personas to sell into. Coaching on on how to use various search functions in LinkedIn to uncover more prospects.
Thanks, that sounds interesting. Could you tell me more?
Hey @will.valera.1 Thanks!
I hear you, its amazing how many tools we can work with on a daily basis!
Do you still use that “Challenge Sales” framework today?
Hey Javaree, i’ll often use the boolean search functions to uncover prospects I may have missed on a first pass through. For example, if I wanted to search for prospects focused on enterprise accounts, value-selling, and not indirect sales I could do something like: enterprise AND “value selling” NOT indirect
Here is an article from LinkedIn that gives more details on how to use the various functions.
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