Transcript: Hi guys! I’m Anna Talerico, with Married2Growth and these are a 9 quick tips on hiring better sales candidates. One, chemistry counts when initially building your sales team. You have to want to work with them. You have to be able to imagine working with them—and look forward to that, earnestly. Two, listen to your gut! […]
Recruiting
How to Build a Repeatable Sales Recruiting Process
If you are growing your sales team, you need a repeatable recruiting process. And it’s never too early to start. Even if you are just about to go recruit your first real salesperson, you can start with a theoretical “best practices” process that you then tweak and build upon as you get your feet under […]
High SaaS Employee Turnover? It’s You, Not Them.
I know it sounds harsh, but when you have a SaaS company with high turnover, it’s much more likely to be the company’s fault than the employees’. Sorry, but millennial tales of woe notwithstanding, people stay where they love to be. SaaS employee turnover is far more costly — in hard expense and lost growth […]
SaaS Engineering Talent Quality vs Quantity
In my experience, leading a tech company for over ten years, SaaS engineering talent is the hardest to find. I was at a barbecue over the weekend and ended up commiserating with another CEO over the challenges and philosophies around SaaS engineering quality vs. quantity. We all know that demand outstrips supply for software engineers, […]
Accountability and Transparency: Keys to SaaS Culture
As the CEO of martech SaaS ion interactive, I was big on accountability and transparency. My co-founders and I managed the organization around the ideas that everyone pulls their own weight and everyone else is entitled to see that. Of course when someone or some team didn’t make it happen, it was obvious to all. […]
Video: Want Your Sales Team to Sell More? Hire and Train for Curiosity.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. Here’s how to help your team be more curious.
Want Your Sales Team to Sell More? Hire and Train for Curiosity.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. According to Harvard Business Review, “Curiosity can be described as a person’s hunger for knowledge and information. […]
Video: Interview Sales Reps the Way Your Buyers Buy
Married2Growth’s Anna Talerico explains why you must interview your sales rep candidates the same way your buyers buy.
Interview SaaS Sales Reps the Same Way Your Buyers Buy
I know this sounds tough, but it’s really not. It’s just a different process for SaaS recruiting. If you find it hard, remember it’s much harder to lose time, money and momentum with bad hires.
Why “Sell Me This Pen” is the Best Way to Find the Best Sales People
Despite how cliche it is, I love to ask sales candidates to “sell me this pen” during the first interview. I can learn more about a candidate with this request than with any other question. As sales leaders, we need to consider increasing our situational questions like this one during interviews to help find the best candidates and avoid the wrong hires.
