Sellicity

01/15/2021

Managing customer acquisition costs while maximizing revenue is of strategic importance to everyone in 2021. Top companies such as Mercedes and CrowdStrike use a new process known as Sales Arbitrage to maximize the revenue returned by each salesperson without impacting their cost of sales. In our blog post, we discuss how sales arbitrage can be used to help your business.

https://sellisity.com/sales-arbitrage/

12/18/2020

I recently watched Moneyball again. It’s an old movie, and the concept of making data-driven decisions is nothing new. What became apparent, however, is that most sales leaders are like the Scouts. They base their hiring decision on gut-feel, experience, and intuition. To them, success is based on industry knowledge, Rolodex size, or some experience of how a candidate will perform. These are like the “stolen bases” or “runs batted in,” which the Scouts used to predict team fit. These insights are not data-driven and do not address the critical issue of how a sales prospect will perform in your specific organization, selling your particular product to your unique customer base—having this knowledge is your “On-base” indicator. It’s your fingerprint of success.

The fingerprint is critical to whom you hire and whom you cut, where you play, and under what conditions drive success. A sales team, like in baseball, is a dynamic living entity. It needs to be optimized for the conditions and environments they face. You need to plan how to field your team to maximize your return and reach your goal.

Your sales organization is not a movie. Do you really know what your “On-base” statistic is? Visit us at sellisity.com to learn how we can help you make data-driven sales decisions.

09/02/2020

Is your number one factor in hiring great sales talent your gut feel? Are you using talent testing as a part of your hiring strategy? If so, how's that been going for you?
https://sellisity.com/does-talent-testing-help-you-hire-better-salespeople

08/19/2020

We are excited to announce that huerdo Inc is now Sellisity . We are really excited about the rebrand.

11/08/2019

According to the “2019 State of Sales Training” report, published by ATD, we spend an average of $2,326 on sales training annually, per salesperson. What is worrisome is that 58 percent of those surveyed did not believe that training is successful. Yikes!

Here’s how to get an increase in sales performance after investing in sales training.

08/29/2019

Has growth passed you by? Are your sales flat? Find out how managing your revenue engine can put that spark back into your business.

If you want to get your sales team out of first gear, you need to examine your Revenue Engine.

08/16/2019

We will be exhibiting at the Sales 3.0 Conference in Las Vegas on September 16-17. Join us there! Learn from more than 25 world-class experts on sales training, sales enablement, sales strategy, and network with hundreds of your peers. Use discount code huerdo30 and SAVE 30%. Register by 9/6. https://bit.ly/2W2EJrm

08/08/2019

As a Sales Leader, if you had a couple of deals slip last quarter, did you jump in feet first and try to take over the deal?

As a Sales Leader, if you have had deals slip, then the temptation is to jump in and take over the deal. Don't do it, learn to be a Sales Coach instead ...

08/01/2019

36% of salespeople believe that closing is the most challenging part of their job, according to Hubspot. It is not surprising when you see the number of deals that slip each quarter. Take stock of what happened, identify a simple change you can make right away, and working that into your customer interactions will help you close that slipped deal quickly. It will also improve your odds to close more deals in the future.
So, if you had a deal slip, or share that common struggle with managing the closing steps required, here are some tips that you can use to improve and gain confidence.

For more information on our Sales and Account Management Training, visit us at https://www.huerdo.com

07/31/2019

Take part in our State of Account Management Survey 2019, and you'll have the option to benchmark your results when the survey closes.

https://survey.zohopublic.com/zs/QJCNtU

07/25/2019

Many people do not like to cold call. It makes them uncomfortable, and it is hard to face the anticipated rejection.

Now consider that 75% of prospects have attended an event or scheduled a meeting based on a cold email or call, according to Discovery.org. It is therefore still a vital skill Salespeople, and Account Managers require to prospect and find new opportunities in an account.

If you are looking to improve any cold outreach, the two main components to address are your mindset and skills.

In this video, we share some tips on what you can do to quickly develop an opening statement that will get the attention of the person you are trying to reach. It will demonstrate how you can change your mindset to be confident, and experience more success from your cold outreach.

Visit us at https://www.huerdo.com

07/18/2019

According to Forester. Chief Sales Officers need a strategy to ensure that their sales reps are addressing the unique problems of their customer. It is essential if they want their salespeople to be credible and be a valuable resource through the decision making process.

In sales, when your customers “go dark,” it is likely that you have not addressed your customer’s unique problems and their associated value. That said, buyers change their minds and values over time. If you do not keep up with these changes, then your credibility will begin to diminish.

Selling a complex solution is difficult, especially to those who have changing values. This video will help.