Two Tiered Sales Process

We recently hired several new sales people to start building a two tiered sales process. With this approach, tier 1 reps are responsible for setting appointments for the tier 2 reps who help the buyer through the sales process and close the deal. Phil Hill, previously of Vocalocity, is a big advocate of this approach,…

Quarterly Product Themes

One of things we do is have quarterly themes for our products. Themes are a good way to keep everyone focused on the big picture direction for a period of time. Our products’ themes for this quarter include: Ease of use Connecting the dots Go live I’d recommend having one theme per product per quarter.…

Sales Training Workshop Topics

We’re adding weekly sales training workshops to our training program. They work the same as our manager training where we each come up with a few topics we’d like to discuss, write them all down, and then pick two each week to do experience sharing around.  Here are the topics we came up with: Getting around…

Manager Training Discussion Topics

We just started a new weekly training and workshops program for the managers in the my company. As part of it, we had everyone come up with a few topics they’d be interested in discussing in future meetings. Here are the topics we’ll be discussing using the Gestalt Psychology experience sharing methodology: Constructive criticism Effective coaching to…