Building Tools To Help Sellers

<p>JB: How’d you get into sales?</p><p>JC: </p><p>Came from engineering and always loved building things for people and adding value. </p><p>Building websites for people, 2nd hand cell phone business as a student in university</p><p>They wanted me to spend all my time behind a computer, lots of interviews and went to Business school→ got into marketing position → Biomedical engineering → Pharma -typically go through sales in Pharma, was a really boring thing with no freedom and possibility to change things </p><p>Make sure sales people knew how to use it, went to marketing consultancy, became Account manager and learned a lot about sales there from finding leads to book meetings, learn about issues, create proposals budgets and full customer responsibility </p><p>JB: Cool to bring a different background to leadership and sales product development</p><p>JC: Don’t remember much of the engineering anymore - gives some background to go deeper in technical conversations. </p><p>The mindset and way of thinking is helpful </p><p>JB: How do you think about goals and growth now leading your company?</p><p>JC: </p><p>We don’t focus totally on numeric goals, it’s hard to reach these things. </p><p>We transform end goals into the things we’ll do on a consistent basis </p><p>Now we can consistently check off the tasks </p><p>HABITS</p><p>Sales Quota Salesflare</p><p>It’s nice to have an output sales quota but it’s really helpful to have input level habits to get to the output</p><p>JB:</p><p><a href="https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299">James Clear - Atomic Habits</a>, it’s about the systems and activities you have in place that drive the output</p><p>JC:</p><p>2nd year we’re now working with these habits/systems vs. just tracking towards goals</p><p>Numbers of links, marketing shares, external visibility</p><p>Keep track of habits and deliver the consistent input = lower churn, increased conversion </p><p>Inbound funnel that we put as much in at the beginning</p><p>JB: In sales we can miss t