The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 6 months ago

Friday Fundamentals 119: Sara Archer

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Friday Fundamentals 119: Sara Archer

Everybody is same Jacobs, welcome tothe sale, sacker PODCAST, welcome to Friday fundamentals hope you're, havinga great Friday, we're back with this week's guest. Sarah Archer, who is thehead of sales and marketing for chart mogile and we're going to talk aboutthe number one way that you can build: Ethics, a strong ethical foundation andethical culture into your sales team, which is so important so that you canbuild not just a high performing team tat, a team, that's proud of itself. Sowe're going to ask the Ro that question now before we get there Tha's, alwayson Friday fundamentals. We want to think our sponsor Friday. Fundamentalsis brought to Yo by outreach, outreach, triples the productivity of sales teamsand empowers them to drive predictable and measurable revenue growth byprioritizing the right activities in scaling. Customer engagement withintelligent automation, outrach makes customer facing teams more effectiveand improves visibility into what really drives results. So Sarah Welcomeback to the show hey get tosee. You again, O we're good to see you too. Soour question for you today. We talked about this a little bit on Tuesday, but you know you've had this great success,building a framework for how to build ethics into the sales organization. Sowhat is your number one recommendation and what is your framework for how tobuild ethics directly into the culture of a high performing sales organization?Sure you know I love this question Sam, so for me, sales etics means buildingand doing the right thing by your prospects by our customers and by yourcolleagues as well, especially customer Successa. So the way I approach this is essentiallysitting down in spending some time. Thinking about what that means withinYour Business and for me we distill that into what we call our salescompiss, and so it's really quite simple. It just starts with beingtimely, so that means being responsive and getting back to customers.Essentially right when you say you well, because not only just time killed dealsbut we're trying to help customers...

...resolve a specific problem that we wantto do that in a time Wu because it intacts their business as well. TheSecond Pellor of our sales compass is to create value at each andevery,interaction, making sure that we're prepared and we can make the most ofthe time we have with a perspective customer. The third thing is beincredible: The incredible means being uptodate with what's happening in theindustry being able to speak with confidence and to create tocreat valueby knowing a lot about the product, the intigrations Etceera and the finallyNayo, most importantly, is being aligned. So if we understand what thecustomers trying to accomplish are realigned in our approach, are wealigned in our understanding of the intended outcome and in the way thatwe're getting in the customer to a yes without making them feel like they've,sacrificed anything as result of negotiations etce? So this isessentially the litmus test for making sure we're being ethical throughout oursales interactions, throughou ourselves processes and to hire the right people to join ourorganization. What makes a lot of sense, speaking of alignment? Do you have atool or a process or a framework or technique that you use to empower orenable the sales team to get to that alignment, not sure what we dooccasionally is like like an audit, so we'll pull, will pull specificinteractions and then we'll just kind of go through them together and say:Hey does this meet our salves compass? It could be an individual email or a a meeting, even a negotiation, and thenwe can kind of check those boxes together. It's an interesting way tohold each other accountable. That makes a lot of sense so repeating back to itsthe sales compass. The elements of it are timely. Are you creating value atAch and every interaction? Do you have credibility both sort of sales process,credibility, but also industry, credibility and technical skill,credibility and then do you have alignment? Do you understand what thecustomers trying to accomplish and are...

...you truly aligned that that encompassthe sales compass? You, Bat and folks are welcome to reuse it? If you knowreuse it adopt it, make it their own. I think we all want sales, raps salesleaders to have good reputations, and we do that by being stewards and andpractitioners in industry. Wonderful, Sara remind us if folks want to get intouch with you wit's the best way: Yeah Easy Email, Sarah s Ara at Chartmoglcom. That would be the best awesome and the folks want to get in touch withme. They can linkoncom forts lash the word in Fort Lashsam, F Jacobs, thanksYagain to our sponsor out reach the number one sales engagement platform.If you want to check out what they're doing and how outreach uses outreach goto outreach dot, io forward H on outreach so of multiple uses of theword outreach there. But it's worth it thanks. So much for joining us therethanks so much being our guest on the on the show this week, yeah absolutelytake care, TAK CARE.

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