Find out Brandon and Kenneth's take on the difference between big "P" Politics vs. little "p" projects and why they encourage sales people to run for local office.
Kenneth and James hate feeling ignored, but realize it’s a daily part of being a salesperson. Learn how they deal with it. When they do have a good conversation, one of the best things that can happen for closing a deal is a cross sell.
Kenneth and James Buckley, Sales Dev. Dir. at Cirrus, hate how decision makers assume all salespeople are a hindrance. Salespeople want to help! They also discuss how close a deal through LinkedIn, instead of getting unfriended.
Kenneth Herring aka Mr.#IHateMondays
Knoxville Life Style Media!
Brandon and Kenneth share why CRM is the wrong name for that type of software, and the difficulties of training people on it, as well as the joys of discovering an unexpected new market.
Kenneth and Travis Honeycutt, a regional sales director at Avigilon, share why treating sales like the army instead of like a football team ruins the fun.
The Shelfware Problem: A Guide to CRM Adoption by Brandon Bruce
Gartner anticipates that the customer relationship management (CRM) market will rise to $36 billion by just 2017. Yet despite that massive market, Forrester Research found that 49% of CRM projects fail. Yikes! That’s $18 billion down the drain. Why the waste? Lack of user adoption. Whether you’re in sales, marketing, IT, support, or the C-suite, if you’re somehow responsible for the adoption of CRM software at your organization, then this book is for you. Jump in to read about what adoption is and isn’t and how to do training. And get tips on how to focus on metrics that matter and achieve executive support for not just buying CRM software but truly adopting it. What’s in it for you? Aside from the glory and the admiration of your peers which traditionally accompanies work in the CRM field, you’ll also save your organization half its money, or better yet help it win the promised return on investment of a successful CRM implementation. It’ll be real and it’ll be fun. It might even be really fun.
Brandon, Kenneth, and special guest, Cook Wylly, from Brentwood Capital Advisors tackle how to tell if salesperson is genuine when hiring or peddling snake oil, and deep dive into how learning about psychology and business methods is one of the best, but rarely mentioned, parts of sales.
Cook Wylly - Investment Banker at Brentwood Capital Advisors
Brandon and Kenneth know forecasting is a necessary evil, but you need to keep from falling under its illusions. They also share their best advice for how even the biggest introverts can network at events.
Knoxville Fun Fact - Women's Basketball Hall of Fame
Brandon and Kenneth share their love for how the perfect piece of swag can win a customer, and their difficulties dealing with procurement teams always trying to low-ball them.