You know you need a strong relationship and effective communication with the sales side to get anything done for your products, but that's easier said than done. How can marketing and sales get on the same page and stay there?
- [Female Host] This one comes from Tyler, a CEO in Texas. … He asks, how do you motivate or incentivize … your best reps to stay with the company … when the company is going through change, … and quota attainment may not be as realistic … if the company is shifting focus? … (light instrumental music) … - [Dean] Hey, Tyler. … This is really a good question, … and it's a really tough one too that I've had to face … a number of times over the course of my career. … You know, there are quota attainment … situations that impact everyone. … For example, in 2008, there was the global financial crisis. … Every industry and every company was hit hard. … Nobody hit their quotas, nobody hit their numbers, … and it was rare indeed if anyone got a bonus. … We all got hurt and suffered together, … which meant that everyone stayed put, … or in some industries, many actually lost jobs. … Unemployment rate was high. … Now, over the past few years, … the global economy has been healthy, … unemployment rates low, and keeping salespeople …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient