ELG Insider #658: The new high-performing seller
If you want to start your sales career, you (as 72% of sellers) might feel overwhelmed by the number of requirements to excel in your role. Start with mastering these three competencies.
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Welcome to the ELG Insider Daily — the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.
SHARE YOUR INSIGHTS
The Future of Revenue survey
As a GTM leader, your experience and insights are crucial to understanding the direction of revenue strategies in our industry.
We’ve partnered with Pavilion to survey GTM leaders, and we’d love it if you could take 7 minutes to share your thoughts.
It’s completely anonymous, and you’ll get early access to the report before its official release this fall.
Take the survey here.
PRINCIPLES
You aren’t a superhero
You can’t do it all — gather intel, prepare the pitch, build relationships, gain 100 skills overnight, monitor metrics, etc. You don’t have to operate in isolation.
Actually seeking help from others, whether it’s through collaboration, mentorship, or leveraging ecosystem resources, doesn’t diminish your value or claim to your successes. Rather, it enhances your ability to navigate complex sales landscapes and achieve greater results.
Remember, relying on others for insights, introductions, or support is a strategic move that amplifies your effectiveness and allows you to focus on closing deals and driving growth.
Support is a tool, not a crutch, and it helps you build a stronger, more resilient sales strategy.
TACTICS
Practical strategies to help focus on the right selling skills
With 72% of companies experiencing longer sales cycles (than in 2022), becoming a sales leader is harder than ever — not just because you have to meet quota (which is already a stressful task), but also because to even start in your career you have to demonstrate at least 75% of the following characteristics:
- Effective communication
- Product expertise
- Customer service
- Problem solving
- Business acumen
- Sales demoing
- Negotiating
- Prospecting
- Collaboration
- Social selling
- Relationship-building
- Following up
- Closing
- Adaptability
- Active listening
- Emotional intelligence
- Data analysis
- Challenger selling
- Framing skills
- Technological savviness
- Video skills
- Honesty
Isn’t that overwhelming?
Gartner launched The New High-Performing Seller guide to identify the essential skills to supercharge your sales force. This resource is based on surveys and interviews to 200+ B2B sales leaders across industries and geographies about their 2024 sales priorities.
According to Gartner, high-performing sellers need to possess three key competencies:
1. Mentalizing involves prioritizing the buyer’s voice, understanding their emotions and anticipating their behavior.
Skills needed: active listening, empathy, cognitive decoding and perspective-taking.
How to improve this competence: Deepen your understanding of buyers by utilizing ecosystem intelligence and partner data (like technographic data, decision makers, budget, active integrations). This rich source of insights helps you better grasp buyer pain points, preferences, and behaviors.
2. Tactical flexibility allows sellers to be comfortable experimenting with different strategies to meet the ever-changing needs and requirements of more informed buyers in real time.
Skills needed: learning agility and situational versatility.
How to improve this competence: Expand your strategic toolkit by tapping into the diverse resources and insights available within your ecosystem. Collaborate with partners, integrate joint solutions, adapt your strategies based on real-time data from the ecosystem, and ask your partner for feedback, intel, intros, and to influence the account you’re working with.
3. AI partnership is all about knowing how to best leverage technology to automate and augment key tasks and responsibilities.
Skills needed: use-case selection and prompt engineering.
How to improve this skill: Enhance your AI-driven processes by integrating partner data and ELG tools to provide more accurate and personalized recommendations for customer interactions, lead identification, and messaging strategies. Use these insights to optimize your engagement and improve overall effectiveness.
By the way, not all competences are weighted equally, so if one of them is not your cup of tea, don’t worry, you’re still going to crush it!
- Sellers who excel in tactical flexibility are 3.4 times more likely to meet quota
- Sellers who possess strong mentalizing skills are almost 3 times more likely to meet quota.
- Those who demonstrate high proficiency in AI partnership are nearly 4 times more likely to meet or exceed quota compared to their peers.
Get a complete view of the competencies and skills you need to nail quota.
RESOURCE OF THE DAY
On the Record (sales podcast)
On the Record, hosted by Morgan J. Ingram, CEO at AMP, and brought to you by GetAccept, is a great podcast for actionable sales strategies straight from the experts like Doreen Pernel, CSO at Scaleaway, and Alex Olley, CRO at Reachdesk.
Each episode features a sales leader tackling a key challenge and the solutions that drove results. A podcast based on real stories that led to success — offering practical takeaways you can implement today.
Listen to the podcast here.
Stuff you don't want to miss!
- TOMORROW, September 12th — Building a Value-Based Partnership Strategy — Asher Mathew, CEO and Founder of Partnership Leaders, and Chad Quinn, CEO and Co-Founder of Ecosystems, will share how to strategically align with partners to drive value, optimize resources, and sustain competitive advantage in a cost-conscious market. Register here.
- September 17th - 20th — INBOUND 24 — Join us in Boston at INBOUND to meet the newly merged team, get the most up-to-date intel on the new merged Crossbeam x Reveal product, and attend the most fun after-INBOUND parties. Meet the team at INBOUND.
- September 24th — GTMnow Live: The Future of Outbound: An Ecosystem-Led Approach — Outbound is changing and ecosystems have never been more important. Join go-to-market leaders from Crossbeam, Pattern, and Atlan as they discuss the shift towards an ecosystem-led approach in outbound sales. Register now.
- October 1st — SalesIntel Annual Summit — SalesIntel is organizing a 100% free and virtual summit where you will find specific tracks curated for sales, marketing, and RevOps and roundtable working sessions focused on sharing actionable ways to build pipelines and achieve growth goals. Save your seat here.
- October 1st - 3rd — RevCon — RevGenius partnered with Common Room, Sigma, Avoma, The Juice, and many more to bring you a 3-day virtual conference to reunite your sales, marketing, revops, and cs leaders behind to learn and discuss about the future of SaaS. Save your spot here.
You're all caught up
See you tomorrow
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