Sales Leadership & Management Show - For B2B Sales Leaders WHAT THIS LEADER IS DOING NOW TO INCREASE REVENUE
Feb 13, 2025
In this engaging discussion, Matthew Fox, Director of Customer Development at Mimecast, shares his insights on upselling and customer satisfaction in cybersecurity. He emphasizes building strong relationships in sales and the career traits that foster success. The conversation also delves into navigating IT procurement during uncertain times and the evolving buying behaviors stemming from the pandemic. Fox highlights effective strategies for equipping internal champions to advocate for solutions while reflecting on the post-COVID sales landscape and the growth opportunities it presents.
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Sales-Centric Leadership Matters
- Effective sales leadership requires being sales-centric and strategic, not just focused on admin and spreadsheets.
- Leaders should provide different perspectives on deals and actively support reps in moving deals forward.
Hire for Hunger and Motivation
- Look for hunger and will to win when hiring sales reps, not just experience.
- Evaluate motivating factors including excitement about complexity, logos, and competitiveness.
Time Management and Coaching
- Manage time wisely by blocking periods for team interactions like office hours.
- Prioritize helping reps learn to solve problems independently over simply giving answers.