Idan Cohen’s Post

Developing Sales Teams 101 Over the past 12 years, I have coached over 500 sales teams and 5,000 sales people. I’ve witnessed, crafted, and guided growth strategies that have resulted in over $3bn of new revenue. And I apply the same process every time - it starts with Benchmarking How it works: Skills: Assess the skills and behaviors of the sellers and their leaders. Do they have the skills, drive, and professional humility required to deliver success in their role. Staff: Interview top, middle and bottom performers. What are they doing every day? And most importantly, what do they believe about themselves, their offer, their company, their prospects, and their market? What are their long term goals? How do they interact with leadership and management? Understand pay and incentives. Structure: Review sales process, playbooks, scripts, tech-stack, lead generation, pipeline processes, and lagging / leading indicators. Identify the key accountability systems that makes revenue predictable. Map out how the team works with management, how management works with leadership, and how leadership is connected into the rest of the company. Strategy: How does the company compete, differentiate itself, stand out in its market? How does it grow reach and engagement? What are the account management plays that are working to keep and expand accounts as well as capture new customers? What’s getting measured and what’s getting managed? This simple benchmarking process allows you to identify the ‘Growth Limiters’ inherent in any system (the surface issues AND the real issues). BONUS: Find the low hanging fruit… the fast money opportunities that will provide enough ROI that the rest of the development program is essentially delivered for free. Let me know how you think your sales team would Benchmark in the comments. Just for fun. Also, where do you think most of the problems I find are?… you might be surprised 😮 Happy to do another post going into the next steps of the process if anyone is interested. Let’s get to work team! Read this post and more on my Typeshare Social Blog: https://lnkd.in/e7AdGReN

How to Win Complex Deals: Sales Engineering in Action In the world of B2B sales, navigating complex deals can feel like scaling a mountain—daunting, unpredictable, and fraught with challenges. If you’re a sales professional, account executive, or sales engineer, you’ve likely faced this uphill battle. So, how do you conquer it? Let’s break it down and explore the path to success. --- The Challenge: Complex Deals Are Becoming More Complex The modern buying process is more intricate than ever. Today, the average deal involves 6-10 stakeholders, extended sales cycles, and heightened expectations for tailored solutions that align with strategic goals. The stakes are high: Without a strategic approach, deals can stall. Sales teams often end up stuck in endless loops, wasting valuable time and leaving revenue untapped. Success in this environment requires a different playbook—one where technical expertise meets strategic insights. This is where sales engineers shine. --- The Solution: The Strategic Role of Sales Engineers Sales engineers are the unsung heroes of complex sales. By bridging the gap between technical capabilities and business value, they help transform “maybe” into “yes.” Here’s how to harness their expertise for better results: --- 1️⃣ Speak the Customer’s Language To win deals, focus on outcomes—not features. The goal is to translate technical jargon into tangible business value that resonates with decision-makers. Example: Don’t say: “Our platform improves efficiency by 20%.” Instead, say: “This feature will save your team 10 hours per week, giving them more time to focus on driving revenue.” Pro Tip: Frame your messaging around key priorities like productivity, ROI, or customer satisfaction. Speak to what matters most to the customer. --- 2️⃣ Tailor Every Demo Generic demos can be deal killers. A successful sales engineer customizes each demonstration to address specific customer pain points uncovered during discovery. It’s not just about what your product can do—it’s about how it solves their unique challenges. What Works: Use storytelling: Walk customers through scenarios that mirror their real-world challenges. Example: “Imagine your team processing orders. Here’s how our tool eliminates manual steps and reduces delays.” A well-tailored demo helps stakeholders envision themselves succeeding with your solution, making your offering unforgettable. --- 3️⃣ Collaborate to Align Stakeholders Complex deals often involve multiple decision-makers with competing priorities. Winning requires building a trust triangle between the sales rep, the sales engineer, and the customer’s stakeholders. How to Collaborate Effectively: Use technical expertise to address objections early (e.g., integration concerns, ROI calculations). Build credibility with IT and operations teams by demonstrating an understanding of their challenges. #SalesEngineering #ComplexSales #B2BSales #SalesStrategy #SalesEnablement

Why Small to Medium-Sized Companies are Turning to Fractional Sales Management Welcome to the Rocket Revenue blog! We're excited to kick off this journey with you as we explore the changing landscape of sales management and how companies can achieve explosive growth through strategic leadership. As smaller to medium-sized businesses (SMBs) navigate today's dynamic market, one movement has become increasingly clear: the rise of Fractional Sales Management. So, why are so many businesses embracing this innovative approach? Let's break it down. 1. Cost-Effective Expertise Without the Overhead Hiring a full-time Chief Sales Officer (CSO) or Vice President of Sales can be expensive, especially for smaller companies with tighter budgets. When you bring on a fractional sales leader, you access seasoned expertise without the hefty salary, benefits, and equity costs. 2. Agility in a Fast-Paced Market The sales landscape is constantly evolving, with new tools, techniques, and customer expectations emerging at every turn. For many SMBs, keeping pace can be overwhelming. Fractional Sales Management offers the flexibility to adapt quickly. A fractional sales leader can step in at critical moments—whether you're launching a new product, entering a new market, or restructuring your sales team. 3. Focus on Growth and Execution For many businesses, the challenge isn’t just having a vision—it's executing on it effectively. That’s where we come in. Our approach at Rocket Revenue is centered around action-driven leadership, using the VGPACS framework (Vision + Goals + Plan + Action + Consistency = Success). We don't just offer advice; we roll up our sleeves and implement processes that drive real results. 4. Bridging the Gap During Transitions Business transitions—whether a new product launch, a funding round, or a merger—require experienced sales leadership. However, not all SMBs are ready to hire a full-time executive for these temporary needs. Fractional Sales Management offers the perfect solution, providing immediate leadership and guidance during transitional periods without the need for a permanent commitment. 5. Access to a Fresh Perspective Sometimes, what businesses need most is a fresh set of eyes on their strategy. Conclusion: Driving Revenue with Strategic Sales Leadership Fractional Sales Management isn't just a trend—it's a strategic advantage for small to medium-sized businesses looking to drive revenue and growth. Whether you need to build a sales playbook from scratch, realign your sales team, or scale quickly to meet new demand, we’re here to help your company take off. Stay tuned for more insights on sales strategy, leadership, and growth. If you're ready to ignite your revenue engine, let's talk. Welcome to Rocket Revenue—let’s achieve success, together. #RocketRevenue #FractionalSalesLeadership #SalesManagement #SMBsuccess #RevenueGrowth #VGPACS

Got a sales dud? Want a sales superstar?🌟 That’s the dream - hire a star performer and sit back and watch the magic🪄 Guess what? It doesn’t work like that. The reality is more like - hire a sales superstar and leave them to fail in your business. Want to stop making that mistake? Want to turn that frown upside down? “Ask me how” (who remembers those bumper stickers?) Here’s your situation: - You can sell. You want to grow. - You hire a rep - now you’re selling and managing a rep. - A little hiring and firing and you get one that sort of works. - You lost revenue through that process as you got distracted. - You hire another - now you are selling and managing 2 reps. - You end up with a team that are not star performers. - You’re still selling and now managing a team. - You are frustrated and don't know how to fix it. Something’s gotta give. - Here’s a case study and one key action you can take immediately. What we did👇 Step 1 - Diagnosis of where the sales team is at - everything they do as a sales team Step 2 - Comparison to a benchmark of attributes of a high performance sales team Step 3 - Workshops to fast track closing the biggest gaps to the benchmark Step 4 - Entrench the new way of working & mentor the reps Step 5 - Enjoy the benefits of a team of star performers. - Here's three truths, one action and three rules 👇 Truth 1 - Unmanaged sales reps will create their own way of working.  Truth 2 - You must take ownership of how the sales team functions. Truth 3 - Most sales meetings are a rabble and just go around the table. Action 1 - Run better sales meetings ✅ Three rules for better sales meetings Rule 1 - Take control of time and content Rule 2 - Only give air time to facts and actions that shift the dial Rule 3 - Focus on the wins. Focus on facts. Stop talking about who they had coffee with during the week. Our preferred sales meeting agenda that focuses on the stars not the flops is in the comments📌 P.S. What do you hate most about sales meetings? P.P.S. Can you remember the brand that had those bumper stickers?.

4 KEYS TO SUCCESS FOR NEW FIRST-LINE SALES MANAGERS What an exciting moment!  You have been named the new Sales Manager!  Finally, you land your first leadership role after years as a top performer.  Congratulations! Now what? First-line Sales Managers are the owners of every company’s revenue engine.  Their ability to push one more rep over quota significantly impacts results. At Oracle, we would joke that the role was “The job you take to get the job you want.”  When done correctly, several sellers will make more than you, and your quota will jump yearly.  In addition to leading your team, the company requires you to implement training, business processes, compensation, restructuring, and other changes.  It can be the most rewarding and challenging job you experience. The transition from top performer to FLSM is difficult.  There is little training or guidance. The skills that make you a top sales performer differ from those required to lead a team. These 4 steps can put you on a path toward success: 1.     LEAD ON DAY 1:  The first days in the role can be awkward.  Some people you now manage likely applied for the job and were your peers. Despite this reality, you must walk in the door humble yet confident, grateful yet determined. Feeling insecure and apologetic will not serve you, your team, or the business. 2.     UNDERSTAND THE BUSINESS:  Go on a discovery journey with “Beginner Eyes.”  Many have shared their views, but you must understand it yourself. Spend time with each team member, ask questions, analyze data, and visit customers. Embrace what is true today, in current time, and not the opinions of others. 3.     PRIORITIZE YOUR CHANGES: You can do a million things on Day 1, yet certain things will deliver near-term results. Consider a 30-, 60-, and 90-day plan. Focus on things you can change, and limit time spent on items outside your control. 4.     IMPLEMENT YOUR OPERATING MODEL: Most FLSMs manage 7-10 sales reps.  If each salesperson has a unique approach to describing, presenting, planning, and reporting, it will be impossible for you to manage effectively. Implementing a common language, forecasting approach, opportunity review templates, and negotiation framework will drive best practices. It is impossible to scale and manage effectively without a standard operating model across your team. Embedding your operating model will take time, so be consistent, patient, and, most importantly, kind to yourself. Remember, selling to Fortune 500 companies is not complicated; it's just hard. Having a standardized approach to your business will set you up for success. In the comments, please share your #1 FLSM best practice. ♻️ If you found this helpful, repost it so others can learn from it too. Follow me (David Ooley) for tips learned from my 18+ years of successfully building, teaching, and leading high-performing Key Account sales organizations for Oracle and Google. 

Why real growth feels uncomfortable in sales As a founder who spent years in the trenches of sales management, I’ve learned that accountability is a non-negotiable. Early in my career, I had teams that hated making cold calls and following up rigorously. Unfortunately for them those were precisely the behaviors they needed to adopt if they wanted to grow. Sales is rarely comfortable—if it feels too easy or pleasant, you’re likely not pushing the boundaries that lead to real progress. If you’re expecting a frictionless ride, then sales might not be the right fit. I saw firsthand that so many crucial skills come from the tough, repetitive, and sometimes frustrating work. A question I used to ask myself: How many dials would you have to make if you were terrible and would still hit the number? Cold calling, for instance, isn’t just about dialing a number. It’s about building the resilience and adaptability that later translate into smoother closes and higher-level dealmaking. Automating away every “unpleasant” task strips sellers of the training ground they need to sharpen their instincts. I feel bad for junior sales reps starting out with so many tools that enable them to avoid talking to customers...if you never struggle, you never learn. It's easy to get more excited about perfecting pitch decks or brainstorming creative email cadences than actually picking up the phone. But without rigorous accountability loops, even the most brilliant sellers get lazy. Habits slide, opportunities slip, and your pipeline—whether you’re a sales manager or a founder building a company—starts to suffer. Don’t confuse accountability with micromanagement. Good accountability is about supporting growth, not stifling it. It sets clear expectations, encourages skill-building, and ensures everyone meets a baseline of effort that keeps the flywheel turning. It’s about recognizing that the hardest parts of the job—those messy, awkward tasks—often hold the key to exponential gains down the road. Embracing that discomfort—both personally and across the team—separates the organizations that reach escape velocity from the ones that never get off the ground. So, here’s the bottom line: lean into what’s hard. Accountability might mean having honest conversations, setting demanding standards, or doing the manual work everyone else runs from. But if you commit to it, you cultivate the capability to tackle bigger challenges. That’s how you transform teams and companies, whether you’re a sales manager on the front lines or a founder steering the whole ship.

𝐓𝐡𝐞 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐒𝐚𝐥𝐞𝐬 𝐌𝐢𝐧𝐝𝐬𝐞𝐭: 𝐇𝐨𝐰 𝐂-𝐋𝐞𝐯𝐞𝐥 𝐋𝐞𝐚𝐝𝐞𝐫𝐬 𝐂𝐚𝐧 𝐃𝐫𝐢𝐯𝐞 𝐓𝐨𝐩-𝐋𝐢𝐧𝐞 𝐆𝐫𝐨𝐰𝐭𝐡 Throughout my career as an executive recruiter and talent specialist, I’ve had the opportunity to work with some of the most dynamic C-level leaders across a range of industries. I’ve consistently observed that the most successful executives have something in common: a strong sales mindset. Sales isn’t just a department; it’s the heartbeat of any organization. For C-level leaders, adopting a sales mindset means understanding the nuances of the market, being attuned to customer needs, and driving revenue growth through strategic decisions and actions. Here’s how C-level executives can cultivate a sales mindset to propel their organizations forward: ➡️ Embrace Customer-Centric Thinking: At the core of any successful sales strategy is a deep understanding of the customer. C-level leaders with a sales mindset prioritize customer-centric thinking across all areas of the business. This means fostering a culture where every decision—from product development to marketing and customer service—is made with the customer’s needs and pain points in mind. ➡️ Set Clear, Revenue-Focused Goals: Just as sales teams operate with clear targets, C-level leaders should set specific, revenue-focused goals for their organizations. These goals should be ambitious yet achievable, aligning with the company’s broader strategic objectives. ➡️ Lead by Example: A sales mindset starts at the top. When C-level leaders demonstrate a strong commitment to growth and a proactive approach to selling the company’s vision, products, and services, it sets the tone for the entire organization. ➡️ Foster Cross-Functional Collaboration: Driving top-line growth is not the sole responsibility of the sales team; it requires collaboration across all departments. C-level leaders with a sales mindset encourage cross-functional teamwork, breaking down silos between sales, marketing, product development, and customer service. ➡️ Invest in Sales Enablement: Just as sales leaders invest in training and development for their teams, C-level executives should prioritize sales enablement across the organization. This includes providing the tools, resources, and training needed to enhance the sales process, improve conversion rates, and drive revenue. Adopting an executive sales mindset is about more than just thinking like a salesperson; it’s about leading with a focus on growth, understanding your customers, and fostering a culture that prioritizes revenue generation at every level. By embracing this mindset, C-level leaders can drive top-line growth and position their organizations for long-term success. How do you incorporate a sales mindset into your leadership approach? I’d love to hear your insights and experiences!

🚀 **Transform Your Sales Game with the Humble Technology Elite Sales Workshop** 🚀 Our next **Elite Sales Workshop** is happening over 2 days on **November 20th and 21st** at the unique London Blackfriars location, hosted in a stunning wine cellar next to St. Bride’s Church. If you’re ready to take your sales career to the next level, we still have a few spots open for ambitious professionals. **Who’s This Workshop For?** From Founders and CEOs to Senior Business Developers, our workshop attracts high-caliber professionals. Check out our LinkedIn profile for tons of positive feedback from past attendees who’ve experienced incredible transformations in their sales approach. **What Sets This Workshop Apart?** 📍 **Location**: An exclusive, inspiring setting in a wine bar’s cellar. Plus, delicious food and coffee throughout. 👥 **Intimate Class Size**: We cap it at 16 participants to ensure personal attention and impactful networking. 📈 **Proven Expertise**: The workshop is built on over 20 years of Fintech enterprise sales experience from both myself and my business partner, Richard. We’ve been in the trenches as CEOs and sales leaders, and we know what it takes to succeed. **What Will You Learn?** 💼 **MEDDICC Qualification Framework**: Learn to identify economic buyers, champions, and metrics that matter, and master how to qualify and advance deals effectively. 💡 **Value-Based Selling**: Discover strategies to position your product around customer-centric solutions that genuinely resonate. 🎯 **Customer-Centric Approach**: Put the customer first with techniques that enhance long-term relationships and loyalty. **Why Join?** Our course isn't just theory. We’ve distilled best practices from big tech and applied them to real-world enterprise sales. With a £5,000 investment (discounted 50% for early-stage startups), this workshop offers a measurable return: our attendees often close additional ARR deals worth $100,000 and beyond after implementing what they’ve learned! So, if you’re ready to unlock your sales potential, close bigger deals, and hit those ambitious revenue targets, don’t miss this opportunity. 📆 **Dates**: November 20-21  in person 💼 **Location**: London Blackfriars   💵 **Cost**: £5,000 (50% discount for early-stage startups) To learn more or reserve your spot, drop me a message, and let’s set up a chat. This is more than just training—it’s the start of a transformative journey in your sales career. See you there! 🚀 #EliteSalesWorkshop #EnterpriseSales #Fintech #ValueBasedSelling #MedicFramework #SalesLeadership #SalesTraining

MSP owners, do you need help transitioning from owner-led sales? Are you finding yourself in the role of an accidental sales manager? You started your business because you have special knowledge or skill, and that wasn't sales and business growth. It's time to move to sell deliberately and grow to a plan. You need to build a sales function and a Marketing Function. Getting this right is the most critical investment in your business's development. What do you find are the most problematic aspects? 1. Setting activity goals 2. Establishing revenue targets 3. Conducting performance reviews 4. Winning new accounts 5. Lead generation 6. Creating a sales toolkit 7. Implementing a sales process 8. Establishing target market 9. Building a compelling sales story 10. Creating account plans 11. The compensation plan 12. Delivering regular business 13. A proper sales forecast 14. Preparing for your first sales call 15. Which network events to attend 16. Collecting testimonials 17. Managing the pipeline 18. Creating a sales culture Do you think that anything is missing? Which are you finding the most difficult? If you want to move from 'Maturity Level One' or understand what you need to get in place to succeed, try 'The Sellerly Sales Ready Benchmark.' Link in the comments 💡 Hi, I’m Paul 🚀 I help MSP and Channel Partners Tech businesses grow and build successful sales. 🎯 Work with me – Sales Acceleration, Sales Problem solving, event speaking 🚀 Help to transition from owner-led sales 🔥 Help to hire, retain and reward sales team members and managers 📈 Help to build a financial model that shows if your investment in sales vs business finances and return is on track. --- --- --- --- --- --- --- --- --- --- --- --- --- --- Like this post? Want to see more? 🔔 Ring it on my Profile 🔝 Connect with me

🔍 If Your Small/Mid-Sized Manufacturing Company Isn’t Growing Sales, Don’t Blame the Sales Reps – Look at the Bigger Picture! 🔍 It’s easy to point fingers at your sales team when sales stagnate. But before you do, consider this: 📊 Is Your Strategy Aligned? Are your sales reps clear on who your ideal customers are? Do they have the tools and support they need to close deals effectively? Do you have a clearly defined strategic sales plan with documented Goals, Strategies, Objectives, and Tactics? A lack of clarity in targeting and strategy can leave even the best sales teams struggling. B2B organizations are 20-40% more likely to achieve targeted sales goals by utilizing a written plan – Forbes Magazine 📉 Are You Focusing on the Right Metrics? Measuring activity is important, but are you tracking the right outcomes? It’s not just about the number of calls or meetings—it’s about driving value and growth. Shift your focus to the quality of customer engagements and overall profitability. 🔄 Is Your Product/Market Fit On Point? The best sales team can’t sell what customers don’t want. Regularly assess if your offerings align with market needs. Are you solving the right problems for your customers? 💡 Leadership Matters Sales teams need strong leadership, clear direction, and a supportive environment to thrive. Are you providing the vision and support they need to succeed? Many smaller/mid-sized manufacturers fall short of this as they do not have dedicated sales leadership. As a business owner, it’s unrealistic to expect that you have time to run the critical day-to-day operations, AND also lead the sales efforts. As a Fractional VP of Sales, I partner with companies seeking strategic sales leadership. By providing expert guidance, I help organizations develop and execute effective sales strategies, coach sales teams, and drive revenue growth. This flexible model offers a cost-efficient solution to address sales challenges. - A study of 100 small to mid-sized B2B companies by Bridge Group found that those who hired fractional VPs of sales experienced an average revenue increase of 15-25% within the first year. Additionally, these companies were able to improve their sales team's performance, reducing the time to close deals by 30%. - A 2021 survey by Sales Benchmark Index found that companies utilizing fractional sales leadership typically saw a 25-50% increase in sales productivity within the first 6-12 months. Remember, sales success is a team effort! Before placing blame, ensure that your strategy, metrics, and leadership are aligned to drive the growth you’re aiming for. If you want to accelerate your sales growth significantly, DM me, and let’s discuss how I can help. #SalesStrategy #SmallBusinessGrowth #Manufacturing #Leadership #SalesExcellence