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Skip to content Building The Sales Machine Sales Guidance and Events Menu June 7, 2018 Next Event: Scaling Sales Panel with MongoDB, Andela, and Managed by Q BySales MachineBuildingTheSalesMachine.com0 Comments Building the Sales Machine will be hosting a panel on Scaling Sales on Wednesday June 13th Attend the next event Meet the Panelists: Jeremy Powers VP of Development Performance at MongoDB Jeremys team focuses on personal and company growth through building, delivering and reinforcing people development programs. The ultimate outcome of Read More February 14, 2018 Need to hire salespeople fast? Here’s how to make sure you get it right. ByDavid GreenbergerBuildingTheSalesMachine.com0 Comments The following is a guest post from Amy Volas. Amy is the founder of Avenue Talent Partners. She's taking taken the last 20 years of her career to use all of the data, feedback and lessons learned to craft a people-centric approach to building a business that works, through a highly customized process. Chances are Read More January 23, 2018 Join us for Pete Kazanjy 2/28/2018 ByEric FriedmanBuildingTheSalesMachine.com, Sales Events0 Comments We are excited to be welcoming Pete Kazanjy to the next Building the Sales Machine event on March 28th, 2018. Grab your ticket now, or recommend someone who is building a sales machine in NYC that could benefit. Pete is the incredible founder of TalentBin which was sold to Monster, as well as the author of Read More December 10, 2017 5 steps to setting inspiring sales targets [sales management] ByEvan BartlettBuildingTheSalesMachine.com, Featured0 Comments Most seasoned sales people and sales managers have had to operate in an environment with sales activity targets. The concept is pretty simple: X amount of calls + Y amount of pitches + Z amount of verbal commitments = Hitting Quota The big question is how you manage against these numbers without being the dreaded Read More December 6, 2017 Avoid making performance management and compensation into a crutch for new managers BySales MachineBuildingTheSalesMachine.com0 Comments In a previous post, I expanded on the concept of performance management, and made the case that often it is used instead of performance assessment. As I further reflected on the topic, I realized that strong prescriptive performance management policies, in an environment with a heavy focus on commission actually weakens a managers incentive to Read More November 22, 2017 Passion is Bullshit ByDavid GreenbergerBuildingTheSalesMachine.com0 Comments Editors note: This is a guest post by Greg Davidson, Head of Sales at Artsy. People are passionate about their families, hobbies, and sometimes their dogs. But the founder that expects their employees to be passionate about their company may miss out on some great hires. Startup founders and key early employees should be Read More November 16, 2017 Can too much training be a bad thing? ByDavid GreenbergerFeatured, Sales, Training0 Comments Editors note: This article originally appeared as guest post on SalesHacker.com As I began building my first sales team from scratch at Felix (now Home Advisor) in 2011 there was one thing that I wanted to make absolutely sure: I gave my reps every possible tool they needed to be successful. I had a product Read More November 16, 2017 BTM Event: Yext VP of Sales Bryan Rutcofsky How did you validate your sales model? BySales MachineBuildingTheSalesMachine.com0 Comments Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion. BTM: How did you validate your sales model? How did you know you where on the right track? Read More November 13, 2017 Craig Rosenberg, Co-Founder of TOPO HQ, shares actionable thoughts on delivering highest converting first meeting for enterprise sales, marketing, and sales development teams. ByDavid FriedmanBuildingTheSalesMachine.com0 Comments Custom Content Plays Deliver The Highest Converting First Meetings What is the overall goal of Account-Based Marketing? The entire theme of Account-Based Marketing is Instead of sending horizontal white papers, you want to reach out to prospects using ways that say “we’ve done research on you and we’d love to talk to you about it”. Read More November 10, 2017 The Sales Machine Guide to Role Playing ByEvan BartlettBuildingTheSalesMachine.com0 Comments In a previous series of posts, I spoke about the benefits of scripts when used in moderation. One key to making scripts productive is pairing them with a wide variety of Role Playing situations. One thing I found interesting is that there were a lot more articles out there on role plays than there were Read More SearchSales Machine Links David GreenbergerEric FriedmanEvan Bartlett Top Sales Posts Individual Development Plans - help grow your team members The motivation triangle: the sustainable way to build a motivated sales team Give your sales team reasons to call How to ramp a sales team and what KPIs to use - Sam Jacobs Sales people are not coin operated Need to hire salespeople fast? Here’s how to make sure you get it right. Sales Leaders guide to building the perfect sales culture QA: Former Box EVP of WorldWide Sales - Jim Herbold Archives Categories