Sales in the Subscription Economy #2

Here's what you need to know this week:

Saleshacker put together a stellar list of the best sales conferences of 2020. Which ones are right for you and your team?

Steli Efti, sales grand master & CEO of breaks down Kim Scott's book, Radical Candor, with a sales team twist.

Key Takeaways:

  • Radical Candor requires a culture where everyone on your team feels respected, heard, and empowered.
  • Caring personally (taking the time to build authentic, real, human relationships) + Challenging Directly (respectfully confronting colleagues face-to-face when someone's upset the apple cart) = a culture of trust, vulnerability, and positive change.
  • Radical Candor is a 2 way street, sales leaders. These same rules should apply when a subordinate approaches you with a conflict or problem.
  • Salespeople can apply these principles by truly caring about their prospects and demonstrating that they understand their situation, rather than using manipulative sales tactics for a quick sale. After all, it's not 1992, but some sales teams still promote a culture of manipulation and putting the squeeze on prospects – just stop. Seriously, stop it.
  • Read the full article, but here's the gist of implementing Radical Candor successfully: assume the best of others, be genuinely interested in them & then don't be an asshole.

Sales in the Subscription Economy #1

How to effectively recruit & interview top sales talent, negotiate better, and more:

Sales VPs: you don’t have time to read everything out there, but no worries, I’m doing it for you. I read, curate, and summarize the best content on subscription sales & sales team recruiting on the web every week.

Here’s what you need to know this week:

How to Successfully Negotiate Via Email

Key Takeaways:

  1. KISS – keep it simple stupid. If your email is more than 5 sentences, it’s too long. Make one point with the email and GTFP, fast.
  2. Before you hit send, read the email out loud in the harshest tone possible, because that’s how the receiver is going to read it.
  3. Use diffusing language like, “I’m sorry” and “I’m afraid”
  4. If the email is delivering bad news, call it out in the subject line, “This is going to sound horrible”. Though counterintuitive, will help your message land softer.
  5. End the email on a positive note!

Notes & Summary: The Essential Guide for Hiring and Getting Hired by Lou Adler

In The Essential Guide for Hiring and Getting Hired, Lou Adler makes a strong case for what he calls Performance Based Hiring.

What follows is a combination of quotes from Lou’s book, my summaries of his ideas, and occasional additions and interjections of my own. This is one of the best books I’ve read on the hiring process soup to nuts and I highly recommend purchasing, studying, and highlighting the daylights out of it if you’re in talent acquisition or HR.

The Gist

If you want to improve your ability to hire strong people, here’s how: clearly define the performance required for success. Use this description for recruitment advertising and screening and then find people who have done something comparable. In the process, you'll discover if your candidates have exactly the right level of skills, experience, and motivation to do the job. This is what performance based hiring is all about.

Clarifying objectives up front has been shown to increase employee satisfaction, improve on the job performance, and reduce turnover.

Minimize the risk of hiring someone who isn't a perfect fit by having the candidate demonstrate evidence of exceptional past performance – any pattern of achievement in a variety of comparable situations.