David Rubinstein

Having been a Sales Manager before I know the amount of plates that you spin and the lack of time you have Other than going off my own intuition during 1-2-1's, I didn't know EXACTLY where I should be spending time and resources to support my team Because we all know that just looking at CRM data is only a piece of the puzzle.. So when you're looking at the end result e.g. closed won revenue, it's too late to impact it That number you see tells you the 'What' but not necessarily the 'Why' you didn't hit Quota. Understanding exactly WHY that number or outcome was impacted, is paramount in today's world of sales. To know the 'Why' Sales & Enablement leaders need to know the specific selling behaviours correlated to that performance data. So as a manager, you can identify the biggest gaps that impact performance, and know EXACTLY where to focus your coaching efforts. Imagine if you could: ✅Prioritise selling Behaviours that are most impactful to success ✅Personalise skill development based on the above insights ✅Prove the link between efforts and outcomes!! The Accelerate Sales Performance System has got your ‘Why’ covered! Link in the comments to learn more👇🏻 #sales #salesmanagement #salesenablement #salescoaching #salestraining Richardson Sales Performance

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How do you conduct your sales discovery calls? Effective discovery calls require a balance of listening and asking insightful questions. In this article from RAIN Group, we share how to lead compelling conversations with your buyers: https://hubs.li/Q02wxXVB0 #SalesTips #SalesSkills #SalesSuccess

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In the world of AI, Sales reps need to find a ways to differentiate and stand out from the crowd. We need to become the Ironman/Ironwomen of Sales by leveraging the tools and tech but never losing the human component. With the FCC making AI-generated voices in robocalls illegal back in February, cold calling has become a way for sales reps to stand out, but only when done right. Unfortunately, it's a lost art these days. That's why I'm excited to help promote Nick Cegelski and Armand Farrokh's new book on cold calling: Cold Calling Sucks (and that's why it works) It's packed with super tactical (and practical) approaches, structures, techniques and templates reps can use to take their calling to the next level. Cold calling isn't dead, it just need to evolve and this book is the evolution. Pick up your copy today! https://bit.ly/3yCYEWi

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Did you know the average tenure of a Sales VP is just two years? Sales leaders navigate immense pressures, often prompting them to make swift exits—but it doesn’t have to be this way. Grab your free copy of "Why Sales Leaders Fail" to uncover the common pitfalls to avoid and set yourself up for long-term success in the leadership seat. 👉 Download here: https://hubs.la/Q02XV-k50 #SalesLeadership #LeadershipDevelopment

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Unlock the power of sales intelligence to connect with prospects more meaningfully. 🙌 Build strong connections with potential clients using actionable tactics you can implement immediately. This webinar will help you: 👉 Understand the data available on ZoomInfo 👉 Tailor ZoomInfo to your prospecting needs 👉 Improve prospecting efficiency and outcomes 👁️ Watch it on demand here: https://lnkd.in/eKciphYN #SalesEnablement #Sandler

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Top 7 Tactical Sales Plays Affecting Revenue in 2024. 1. Reps do not know how to #EarnTheRight to ask questions, which questions to ask and when to do it. 2. Leadership has focused on "filling the funnel" not converting. Essentially accelerating the suck. See #1 above. 3. Reps are "handling objections" not marinating in them. Nobody wants to be handled. (Ask my wife) 4. Reps discuss commercial terms and pricing from a fear mindset. 5. Reps discuss competition from a fear mindset. 6. Leaders don't know how to lead. 7. WFH is not the best way to run a sales team. --- (I am sure I will get some hater-grams on this one) All of this is regardless of the goals being the right goals.

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🚀 Empowering the Next Gen of SDRs with Greg Price's Wisdom 🚀 Navigating the daunting world of sales, especially when you're new and dialing into the C-suite, can feel like an uphill battle. Greg Price, a seasoned business value consultant, shares golden nuggets on transforming those nerve-wracking calls into opportunities for growth and learning. Here's the blueprint for SDR success: 1. Foundation in Financial Acumen: Before you even pick up the phone, arm yourself with the basics of consultative and value-based selling. Knowledge in these areas is your sword and shield. 🛡️ 2. The Power of Content: Equip yourself with compelling case studies and financial metrics, like a Forrester TEI study showing a 275-325% ROI. These aren't just numbers; they're your battle cries. 📊 3. Confidence is Key: Remember, confidence can't be faked. It's built on the solid ground of preparation and understanding. Stand firm in what you know, and let that assurance shine through your words. 💪 4. The Art of the Pitch: When you're finally speaking to decision-makers, don't just recite facts. Share stories, invoke the big picture, and connect on a human level. Let them know you're not just another sales call but a gateway to valuable insights and solutions. 🌟 5. Embrace Rejection as Learning: Not every call will end in a win, but each one is a step forward in your journey. Learn from them, adjust your approach, and keep dialing with determination. ☎️ Greg's message? Success in sales is a mix of preparation, the right content, and an unshakeable belief in the value you bring to the table. 🔗 Interested in more insights on navigating complex sales with storytelling? Watch the full interview: https://lnkd.in/eUx4US29 #SalesSuccess #SDRTips #ValueBasedSelling #ConfidenceIsKey #LearnFromTheBest

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Ready to transform your prospecting approach? We know pipeline is the heartbeat of sales success, but closing the gap between outreach and impact requires a new way of thinking. On November 14th at 11:00 AM EST, Richardson and Numentum are hosting a webinar, “The Future of Prospecting: Agile Meets Social.” Come join us to learn how agile prospecting paired with social selling skills empowers your team to: 🔍 Identify the right customers 💬 Deliver messaging that truly resonates 🚀 Drive conversations forward Register now to secure your spot: https://lnkd.in/e_TuVnHp #sales #prospecting #webinar #socialselling Dan Swift Jennifer Chauvin Numentum Richardson Sales Performance

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From Sales Xceleration®'s State of Sales data, it's evident that very few companies have a solid sales foundation and the essential processes to drive year-over-year sales growth. If you are an SMB owner, please take this assessment and find out where you fall in the below statistics; without a strong foundation, buildings crumble-- don't let that be your business https://lnkd.in/gq2BnmV9 #StateofSales #SalesFoundation #SalesMethodology

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Frustrated dealing with inaccurate forecasts and missed quotas? Sandler's complimentary whitepaper can help! "How" can you streamline your sales process for today's buyers, identify high-potential customers with effective lead qualification, and equip your reps to close more deals? See below... Isn't it FINALLY time to elevate your sales team's performance? (Especially if they are already good? = Max ROI is always on A-players, FYI!) Free, no spam paper on how, here only: https://lnkd.in/g2U4YXBa #SalesManagement #SalesLeadership *Next, do something different for a “change”... Come "see" Sandler in action, Crash a live session via ZOOM or in-person as MY GUEST... We always have a blast! Info only link on that here: https://lnkd.in/g5xydwm #SalesSuccess #SalesManagement #vistage #ceo #leadership #sandler #salestraining #selling #prospecting #EarnMoreBusiness #leadership #businessdevelopment #coaching #ceoinsights #president #salesleadership #vp #vicepresident #owner #founder #salesmanager #salesmanagement #10xgrowth #leader #leadershipdevelopment #business #alignment #10x #training #motivation #motivator #motivational #bestpractices #podcast #salesandmarketing #strategy #sales #buyersjourney #closer #vistage #professional #artificialintelligence #ai #howtosucceed #ROI #technology #managerdevelopment #tech #tai #closer #virtualselling #digitaltransformation #challenges #frustrated #struggling #frustrating #closingsales #salestechnology #ai #SalesProcess #SalesForcast #increaserevenue #increasesales #margins #howtosell

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In today's fast-paced sales climate, you have two options – adapt to stay competitive, or risk getting left behind. Stay ahead of what's next with Sandler’s on-demand webinar, “The Future Of Sales Intelligence.” Join our Executive Chairman, @Dave Mattson and Sandler Head Coach, @Mike Montague to learn: ⚡️ How to adapt to the modern buyer journey ⚡️ The importance of integrating sales and technology ⚡️ Why strong sales leaders are key to staying competitive Set yourself up for lasting sales success. Watch the on-demand webinar here: https://lnkd.in/gPvBwrvC 🔗 #Sandler #SalesTraining

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SALES REPS: TAKE ACCOUNTABILITY FOR HOW YOU ARE PERCEIVED. Consumers are not out to get sales reps. The public does not have a problem with "all sales reps". Take ownership of how you present yourself to your prospects! Take these few tips that are a must if you want to start seeing your perception change! Go from sales rep to sales PROFESSIONAL... #sales #careers #professionals #tips

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Investments in sales technology are booming with the average company investing $4,200 per rep annually. Yet, despite this investment, both the tools and data they produce are often underutilized. 43% of sellers report they're less likely to meet their quota when overwhelmed by technology and only 53% of reps say their tech stack positively impacts productivity and business impact. Sales managers, already pressed for time, must sift through a torrent of data, to idnetify what's happening their sellers world, but little information into why it's happening. Sales enablement professionals too must wade through the flood of data that, without context, makes it hard to extract actionable insights leading to reactive tasks, hindering strategic performance improvements aligned with organizational goals. It's critical to get this right. The University of Texas found that a 10% increase in data usability can boost sales per employee by 14.4%. Our latest white paper explores how to transform overwhelming data into actionable insights by connecting key metrics with the defined selling behaviors that drive success.

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Top Performers in strategic account management are 3.1x more likely to grow revenue by 20% or more in existing accounts compared to others. An established, consistent SAM process goes a long way. Learn what it takes for sellers and organizations to thrive in this article from RAIN Group: https://hubs.li/Q02-07Bj0 #B2BSales #SalesResearch #SalesSkills

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We often focus on selling skills and processes to improve the way we engage with customers. Another important dimension to master is the psychology of selling.

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Pipeline velocity formula: Number of deals x Average deal size x Win rate ÷ Length of cycle Improve any variable Watch revenue grow

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How do you keep your deals moving across the sales cycle? Learn how to plan and implement a sales process that drives urgency with your buyers. In this article from RAIN Group, we share how you can master each stage of the sales cycle. https://hubs.li/Q02G6CZM0 #SalesCycle #SalesSkills #B2BSales

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