PERSPECTIVEI N D U S T R Y E X P E R T S S H A R E T H E I R B E S T

S E C R E T S F O R M A X I M I Z I N G   S A L E S

P R O D U C T I V I T Y

T I M I N A D E L A

Mark Roberge, SVP Sales and Services at HubSpot

You know you are running a modern sales team when selling feels more like the relationship between a doctor

and a patient and less like a relationship between a salesperson and a prospect. When you go in to see your doctor and she asks you about your symptoms, you tell

her the truth. You trust that she can diagnose your problem and prescribe the right medication. When she

says, "This is what you have. Take these pills," you don’t say, “Let me think about it” or “Can I get 20 percent off?”

You take the medication. It's no longer about interrupting, pitching and closing. It is about listening,

diagnosing and prescribing.

PARTNERS FOR L IFEJ A M I E S H A N K S , P A R T N E R A T S A L E S F O R

L I F E

M A K E E A C H S A L E S R E P R E S P O N S I B L E F O R M O N I T O R I N G A C E R T A I N N U M B E R O F

C O M P E T I T O R S U S I N G L I N K E D I N . A S Y O U G A T H E R C O M P E T I T I V E I N T E L L I G E N C E ,

U S E I T T O B U I L D A C E N T R A L R E P O S I T O R Y . W H O I S Y O U R C O M P E T I T O R C O N N E C T I N G T O ? I F Y O U S E E P O T E N T I A L P R O S P E C T S O N T H A T L I S T , A D D T H E M T O

Y O U R S P R E A D S H E E T . U S E T H I S S P R E A D S H E E T T O A L E R T Y O U R S A L E S

T E A M T O D E A L S Y O U M I G H T B E L O S I N G .

“Show vulnerability to your customers and prospects. Opening up and showing you’re a real person lowers a prospect or customer’s guard and starts the conversation.” Paula Rainford, Account Executive (SMB), Salesforce

 Paula Rainford, Account Executive (SMB), Salesforce

“When reps love their jobs, customerscan sense it, and the results are always better. Technology that

improves reps’ workflow and productivity not only makes them

more efficient, but also helps them sell better. When reps are bogged down by

trivial tasks, it creates frustration that can impact sales success.”

Howard Brown, CEO, RingDNA

God give you

two ears and

one mouth.

Listen twice

as much as

you talk. 

Timi Nadela

NEGOTIATING THROUGHOUT THE SALES PROCESS

“The fewer dimensions to your communication, the less

leverage you have. Email better than texting, phone better

than email, video conference better than phone, live

conversation better than any of them. Multi-dimensional

communication allows you to not only communicate, but read

the other side more accurately and quickly to move the deal

forward and across the finish line.”

Matt Heinz, President, Heinz Marketing Inc.

Pitches and presentations

“Prepare more questions. Salespeople spend too much time preparing what they want to say to a customer and not enough time thinking of the questions they should ask. The best sales presentations are the

ones never given, because the salesperson and the customer are having a discussion

around the questions being asked.”

Mark Hunter, The Sales Hunter

THE NO. 1 KEY TO SUCCESS IN TODAY'S

SALES ENVIRONMENT IS SPEED. THE

SALESPERSON WHO DELIVERS THE MOST

VALUABLE INFORMATION TO THEIR

CUSTOMER OR PROSPECT F IRST, WINS

THE GAME. THE BEST SALES PROFESSIONALS

RELY HEAVILY ON TOOLS L IKE

SALESFORCE.COM TO PROVIDE THAT COMPETIT IVE

ADVANTAGE FOR INFORMATION

ACCELERATION.

D A V E O R R I C O , V P O F E N T E R P R I S E

S A L E S A T I N S I D E S A L E S . C O M

HOOPLAM I K E S M A L L S , C E O & F O U N D E R  

S A L E S M A N A G E R S S T R U G G L E W I T H M O T I V A T I N G

T H E I R T E A M S B E C A U S E I T I S O F T E N A S S U M E D

T H A T M O T I V A T I O N C A N O N L Y B E D R I V E N

I N T E R N A L L Y F R O M T H E P E R S O N O R T H A T I T

R E Q U I R E S A C O I N - O P E R A T E D M O D E L , S U C H A S

P R I Z E S A N D R E W A R D S . H O W E V E R , W E ' V E S E E N

C O M P A N I E S I N C R E A S E S A L E S P R O D U C T I V I T Y B Y

L E V E R A G I N G P R O P E R L Y S T R U C T U R E D

C O M P E T I T I O N A N D R E C O G N I T I O N P R O G R A M S T O

C R E A T E M O T I V A T I O N A N D E N G A G E M E N T W I T H I N

T H E I R T E A M S .

UnilateralI RUN A SMALL COMPANY. WE HAVE 25 EMPLOYEES AND EVERYONE’S OPINIONS ARE VALUABLE. HAMILTON’S WORDS REMIND ME THAT ACTING UNILATERALLY IS NOT IN THE BEST INTEREST OF MY TEAM OR MY COMPANY.

– BLAINE VESS, COFOUNDER AND CEO OF STUDYMODE

GATHEREDTABLEMary Egan - Founder and CEO of Gatheredtable

ALL THE SUCCESSFUL ENTREPRENEURS I KNOW (INCLUDING

STARBUCKS’ HOWARD SCHULTZ) HAVE TOLD ME THE TWO MOST

IMPORTANT THINGS TO REMEMBER ARE TO NEVER GIVE UP AND

ADAPT BASED ON FEEDBACK. 

Brian Tracy"“Approach Each Customer With The Idea Of Helping Him Or Her To Solve A Problem Or Achieve A Goal, Not Of Selling A Product Or Service.”

"One of the best predictors of ultimate success … isn't natural

talent or even industry expertise, but how you explain your failures and rejections." –

Daniel H. Pink, author of five books about business, work and

management.

Jesus said, "I say to you, if you have

faith as a mustard seed, you will say

to this mountain, 'Move from here to

there,' and it will move; and nothing

will be impossible for you.

M A T T H E W 17 :20

The smallest amount of faith can accomplish great results.L E A R N T O S E E T H E O B S T A C L E S

A S O P P O R T U N I T I E S .

T I M I N A D E L A

“You have to drop your sales

mentality and start working with

your prospects as if they’ve

already hired you.” 

J I L L K O N R A T H

“ T H E O N L Y T H I N G T H A T ’ S K E E P I N G Y O U F R O M G E T T I N G W H A T

Y O U W A N T I S T H E S T O R Y Y O U K E E P

T E L L I N G Y O U R S E L F . ” — T O N Y R O B B I N S

“ B U S I N E S S O P P O R T U N I T I E S A R E L I K E B U S E S , T H E R E ’ S

A L W A Y S A N O T H E R O N E C O M I N G . ”

— R I C H A R D B R A N S O N

A mediocre salesperson

tells customers what to do.

A good salesperson

explains the benefits.  

A superior salesperson

demonstrates the value.

A great salesperson

inspires customers to see

for themselves what it can

do to their bottom line.

— Timi Nadela

Get To

The Top

Z I G Z I G L A R

"For every sa le you miss because you 're too enthus iast ic , you wi l l

miss a hundred because you 're not enthus iast ic enough."

Mike Bosworth Author of “So lut ion Se l l ing”

The best sa lespeople know that the i r expert ise can become the ir enemy in se l l ing . At the moment

they are tempted to te l l the buyer what "he needs to do , " they instead

of fer a s tory about a peer of the buyer .

Have a blessed week!

Timi Nadela