James Alberson
More of James Alberson's Articles
This is Part I of the last in a series of four articles that poses the question:What is the intersection between optimal sales leadership… and the optimal use of today’s technology?
There are, we believe, four pillars of technology that support any modern sales team. In previous articles, we have shared the first three. The first pillar is an accurate, constantly updated sales process. The second pillar is our sales methodology. The third is our own technologically savvy sales leadership, which aligns the sales…
This is the third in a series of four articles that pose the question:What is the intersection between optimal sales leadership… and the optimal use of today’s technology?
Let’s look at the third pillar, sales leadership itself. We’ll examine how your technology can support the buyer journey.
As an effective sales leader, you want to ensure, through your personal example, that you are walking your talk when it comes to decisions that support the first two pillars, sales process and methodol…
The Four Pillars of Sales Tech – Pillar Two (Part 2)
This is part II of Pillar 2 in a series of articles that pose the question: What is the intersection between optimal sales leadership… and the optimal use of today’s technology?
Work with the sales team on this. When methodologies fail, it’s often because the leaders have gotten together and simply dictated what’s going to happen in terms of …
The Four Pillars of Sales Technology – Part 1: Methodology
In this series of articles about the four pillars of sales tech, this is the Part 1 of Pillar 2. As you might recall, the overarching question is 🡺 What is the intersection between optimal sales leadership… and the optimal use of today’s technology?
At Sandler, we see four areas that sales leaders will want to pay attention to. In an ea…
The Four Pillars of Sales Tech: How To Optimize Your Sales Process
I see four areas that require attention. We can think of these areas as four pillars – four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars is, in my view, a strategic mistake.
The first pillar is sales process, which is what I’ll be looking at in this ar…
3 Tips for Buyer-Focused Conversations
If I could share and reinforce one and only skill with a sales team this year, it would be this one: make the conversation about the buyer, as opposed to about you.
In the realm of sales, there exists a singular skill that reigns supreme: the ability to center the conversation around the buyer rather than oneself. This art of consistently steering di…
The ONE Easy-to-Fill Skill Gap Keeping Virtual Meetings From Turning Into Revenue
Sales is a conversation between adults to uncover the truth.
At the end of the day, it’s all about initiating and supporting peer-to-peer conversations. But for too many salespeople, when it comes to virtual meetings, it seems like we're still a lot better at pushing buyers and influencers away than we are at drawing them in.
We’re just…
Is your sales team’s “Call to Action” repelling more buyers than it attracts?
We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?
The landscape has changed. The CTAs that worked a decade ago with a brand-new contact simply aren’t effective anymore. They don’t set us apart fr…