Sales

Chase the Skills and the Money Will Follow: A Sales Professional’s Journey

Becoming asuccessful sales professional is a journey that requires continuous growth and development. As aspiring salespeople, we often wonder how to excel in our careers and achieve financial success. A mentor once shared with me a valuable piece of advice: “Chase the skills, and the money will follow.” In this blog post, we’ll explore the …

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Book Club- The Challenger Sale: Taking Control of the Customer Conversation

Leave a Comment / Biz Dev, Favorites, Featured, Sales, Sales Leadership / By Israel Reyes

I recently re-read the book “The Challenger Sale” as a recommendation from my sales manager and mentor Marina Leight. It was really good to be reminded of several key skills and tactics that high performers (Challengers) use to be successful. I will be writing a few posts on the different chapters that had an …

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Prospecting is dead! Or is it?

Leave a Comment / Biz Dev, Favorites, Featured, Sales, Sales Leadership / By Israel Reyes

I have been in sales for over 20 years and every once in a while I hear the words “prospecting is dead” or “it’s a waste of time”. Well, I agree and disagree. Why you might ask? Have you heard of the phrase “retail is not dead, only bad retail is dead”? – from my …

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I learned not to quit by quitting

Leave a Comment / Favorites, Featured, Sales, Sales Leadership / By Israel Reyes

This is going to sound weird, but I learned not to quit by quitting. I learned a very valuable lesson early in life (well in high school, I hope that is still early) about not quitting or giving up. I learned not to pursue the short term glory by sacrificing long term happiness. Let me …

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What is an Account Executive?

Leave a Comment / Biz Dev, Favorites, Featured, Sales / By Israel Reyes

What is an Account Executive? An account executive is a mythological creature known for having the strength of Hercules, the courage of Athena, the cunning of Odysseus and the perseverance of Pheidippides (yes, the guy that invented marathons). Now that you know what an account executive is we can move on… In all seriousness, an …

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Modern SaaS Sales Teams

Leave a Comment / Biz Dev, Favorites, Featured, Sales, Sales Leadership / By Israel Reyes

From my experience modern SaaS sales teams usually follow the same organizational patterns with slight variations on titles and responsibilities. Following are the usual roles and responsibilities that you will find in the average modern SaaS sales team: Account executives (AEs)– Hunters and closers. Their responsibilities include: building pipe independently from other resources, working a …

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