How to Master Team Selling - Per Caroe - CRO, Advisor, and GTM Thought Leader

Summary

• Team selling in sales with a focus on partnership with marketing and other departments. 0:02

  • The importance of team selling in email marketing sales.

• Team selling and collaboration in sales. 1:26

  • Team Selling is when sales engineers and BDRs work together to focus messaging and solve client problems, rather than relying on a single top-performing sales rep.

  • Sales reps should own some of the responsibility for ensuring the organization is working together effectively, rather than relying solely on management.

    Taking time to understand the perspectives of other departments, such as marketing and product, can help sales reps identify areas for improvement and close deals more effectively.

• Sales skills, weaknesses, and delegation. 7:00

  • The importance of sales and marketing alignment, citing the need to address discrepancies in messaging and lead handoff at trade shows.

  • Both honing one's strengths and delegating tasks to other functions (e.g., marketing, technical) is crucial for success in sales.

  • Per discusses their journey from college to software sales, highlighting the lack of vocational training in sales and marketing.

• Sales strategies and career aspirations. 13:27

  • The importance of being introspective about one's career aspirations in sales, considering both big and small company environments.

  • Advises sellers to be aware of their career goals and whether they want to work for a big company or a small one, as this can impact their experience and expertise within an organization.

  • The pros and cons of working at a large company versus a smaller one, emphasizing the importance of understanding the company's direction and culture.

  • "How to Make Friends and Influence People" by Dale Carnegie, highlighting the book's practical advice on asking questions and showing genuine interest in others.

  • Big companies have more resources, but smaller companies have more agility and personalized support.

  • IBM had an interesting approach to sellers, where they gave autonomy and incentivized collaboration.

• Sales strategies and LinkedIn usage. 22:25

  • Importance of being close to clients in sales, citing an example from his experience at Barracuda.

  • The importance of using LinkedIn to generate content and connect with others in the industry, as it can help establish credibility and lead to job opportunities.

  • Defines an elite seller as someone who consistently hits their numbers, even if they don't hit every number every month.

  • Be cognizant of their surroundings in their organization and to reach out to others for help, rather than being a lone wolf.