Dreamforce is less than a week away. For our hundreds of Dreamforce presenters, it's crunch time! As a presenter, you may feel the nerves settle in as you begin each day with a nervous sweat. Have you completed your dry run? Have you slept with your speaker notes and practiced in front of the...
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Over the course of my career, I've heard salespeople at meetings and on calls start and end their introductions by listing their "résumé of experience" and the accolades they or their company have received. Next, they ask the customer if they're ready to hear the pitch — the...
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Do your legs shake uncontrollably when you're in front of the group? Do you blush and start to sweat? Do you talk with your elbows glued to your side and your hands flopping around in front of your chest?
If you said yes to any of these questions, don't worry,...
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We’ve all attended a training session or meeting where we sat quietly and stared at slides while listening to a presenter drone on about this and that.
For the presenter, it was more important to get through their slides than engage with the group. The session ends with the presenter asking...
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So you’re a whiz using CRM, you’re a cold calling
machine and you don’t take no for an answer.
All of these are the traits of a successful salesperson. I’ve built many sales training
programs and the ones that have the biggest impact were those that emphasized
the soft skills: public...
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A couple of years ago, I was asked by a senior leader to
design a program that would help the sales team qualify more deals. The biggest
obstacle to closing new business was how the team was managing customer
objections. As the customer
mentioned an objection, some reps on the phone would...
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by Daryl
Spreiter, Sr. Manager, Onboarding, Curriculum & Coaching at Salesforce.com
Over the past 20 years, I’ve learned a lot about managing my
career. I’ve been fortunate to
work for some of the biggest and well known brands in the industry; from small
bay area startups to Thomson...
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