Joining me on Accelerate! is Bill Johnson, Founder and CEO of Salesvue, a sales enablement platform that accelerates those critical activities that create and support revenue. Among the many topics Bill and I discuss in this episode Bill are: ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more.
[02:15] Bill initially created Salesvue to solve his own internal requirements.
[05:37] How is Salesvue different from similar cadence style solutions?
[08:15] What is the maximum time interval between touchpoints in a cadence?
[09:45] How does Salesvue make outcomes become more nuanced, rather than simple task buckets and checkboxes?
[13:15] Why Bill wants sales managers to take a more macro view of the sales process (vs. getting lost in the weeds.)
[14:24] What is Bill’s process for using Salesforce to create a lean sales process?
[16:25] Why does Bill’s sales team disqualify potential customers if they need to first educate them on the value of metrics?
[17:50] Bill explains why sales leaders need to be careful putting too much stock in “vanity metrics.”
[20:00] What is “the math of sales?”
[21:45] With sales managers increasingly becoming metric junkies, is there a danger of them just accepting outcomes, rather than improving them?
[25:10] Why don’t typical measures of sales productivity calculate how much revenue is generated per unit of time?
What’s your most powerful sales attribute?Understanding the value proposition, my ability to listen to a customer, and being able to convey my message in a way that they get that we can help them.
Who is your sales role model?The peer group at Parametric Technology.
What’s one book that every salesperson should read?Selling to VITO, by Anthony Parinello
What music is on your playlist right now?
All the good stuff from the 70’s and 80’s: The Who, Aerosmith, The Eagles.