You can't have a successful pitch or presentation if you don't know exactly what you what to pitch. Yes, there is your standard elevator pitch, but each prospect needs to have their own personalized pitch and presentation that caters towards their pains and problems. Listen to the full podcast for Mary's process of uncovering what you need to know before you present. You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roo ..read more

Today's topic is humanity in sales. At this time of automation and technology, how human is your sales process? How do you connect with humans and genuinely care about solving their problems? Effective selling starts with understanding human needs, acknowledging their circumstances, not just our needs, and our scripts. And if we can meet those very human needs, at every point in the sales conversation, we are going to be forming better prospect relationships, and ultimately having better sales outcomes. Give your prospects the autonomy at every stage of the conversation, make them feel that th ..read more

In this episode, let's talk through the journey from sales rep to sales leader. Often the top sales rep gets put into a management role and the expectation is they should just be able to turn every other performer into a top rep in the newsflash. One of the missteps is understanding how to put ourselves in other people's shoes. Invest in the salesperson as a person, you will notice that they will do far above what is expected of them. That shift from sales rep to sales leader takes time. Anytime you're stepping into that sales leadership role, there's the empathetic approach of identifying who ..read more

Not all women are set up the same way in their current professional environments where they have several top performers on their team or female executives, or those that are modeling it for them and paving the way for them. Diversity and perspective are very powerful. If you don't have a model or a mentor that will help shape your belief systems, don't put yourself in a box. Seek out the next step in your careers and build a business plan that outlines your bare goals. Join sales communities like Women in Sales Club or Thursday Night Sales. Connect with Us! House of Revenue™ Mary Grothe Alexi ..read more

As a salesperson, how do you avoid discounting? How do you close a sale without offering discounts? Having the right sales strategy is critical in closing a deal. Make sure that your prospect understands the value that you provide, convince them to make an investment on getting your product or service because it meets their needs and fixes their problems. Stop sounding like you are discountable. Salespeople lack the PCE: Passion, Conviction, Enthusiasm. Price is only an issue in the absence of value. Connect with Us! House of Revenue™ Mary Grothe ..read more

In this episode, we are joined by Steve Parry, President of Sales Productivity Consultants as we deep dive into sales coaching and why most sales coaching doesn't work. If you're having a cycle of turnover with your reps, they're not hitting the number, and it's something prevalent in your organization, Steve can walk you through the process and help you identify where the gaps might be. Learn effective techniques to successfully coach your sales team.  Connect with Us!  House of Revenue™  Mary Grothe Steve Parry ..read more

One of the greatest talents of salespeople is how they present, how engaging they are, how well they're able to create conversation and discovery, identify problems, and then how they translate the answers they get into, and how they can solve that person's needs. Sets up your salesperson to be able to shine in their element, let them come to work, go through your onboarding and training and understand your product and service your company's story. They're going to be at that comfort level when they're through training. Be a good communicator, and let them set up the roleplay scenario. Connec ..read more

We are now halfway through our third season and we want to make sure our amazing community knows what we recently did. In December 2020,  we split into two brands, Sales BQ® and House of Revenue™.  Looking at the growth and the scale that was brought ..read more

Today, we have brought on Aleasha Bahr to talk about sales for introverts and ambiverts. We've seen problems with corporate making everybody do the exact same process, even though everybody isn't exactly the same and they don't care so much about the quality of client results. Learn more about her sales strategy specialized for introverts and how to sell more with a sales approach that's customized to introvert salespeoples' strengths.  Connect with us! Mary Grothe Aleasha Bahr ..read more

In this episode, let's talk about inbound leads past, present and future. Most salespeople are treating inbound leads almost like outbound sales. They're not digging in deep enough into the current scenario of what prompted them to reach out where they are the journey where they're having to qualify from the very beginning and create that case. Learn how to address your approach and how they've evolved over time. Let's Connect!  Mary Grothe ..read more