Andy Farquharson | Company
Andy Farquharson
Phone: +61 429 664 006
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25.01.2022 Sales Hacker Brisbane is heading back to Brisbane next week! With an awesome all-female panel this is going to be another great session. Early bird tickets are still available!
24.01.2022 Calling all Melbourne Sales Professionals! Thursday the 9th of November we are hosting our next Sales Hacker at the shiny new WeWork on Bourke St. We have an awesome line up with the COO of Xplor and Head of Sales of Aconex joining to lead the panel discussion on 'How to close the year strong and start 108 fast!'... Early bird tickets are available until tomorrow night, so check it out!
24.01.2022 Super excited to announce that Mark Dwyer, Chief Commercial Officer from Clinic to Cloud will be joining next weeks Sales Hacker in Sydney. This Sydney Sales Hacker event just got better! Make sure you grab your tickets here -
23.01.2022 In this post, I talk about what you can do after conducting sales training to ensure youre continually applying the lessons learnt and learning new things along the way. Its like when you read a diet book or try the latest fitness craze, being consistent and making a lifestyle change is much more difficult than just trying out all the latest tips and tricks for a day. Behavioural change is a process that takes time and effort. Like with diet or fitness efforts, we will fall... off the wagon and encounter failure from time to time. Because you know what? Were human. It happens. What's going to be really important for you as an individual or as a sales manager is figuring out how to resolve the problems youre having so that you see the results you want in the future. To set up that structure and create a learning environment in your business that is ongoing, and not just a one-off, there are three things you can do.
23.01.2022 Recently I asked for a demo of a product that we are interested in purchasing for our customers. Instead of understanding my unique situation, and tailoring the demonstration accordingly, the sales rep simply jumped in and started to show off every single feature they had in their arsenal. Unfortunately, this is something that SaaS sales reps are doing all of the time, and it is killing their conversion rates.... In this article, I take a look at a blueprint you can use to keep your prospect engaged during a product demo.
22.01.2022 In the world of software sales, we are always so rational, providing our prospects with case studies, the latest white paper, maybe even pricing. We regularly forget that people buy emotionally and then they rationalise that decision with data. So, how do you bring this emotional element into your day-to-day sales process? Here are four steps that you can follow.... https://buff.ly/2zH0CoQ
22.01.2022 Sales Hacker is back next Wednesday night with an awesome all female panel of sales stars! We are joined by Brigid Archibald from Salesforce, Denise Wyer from AdRoll and Jane Hudson from NearMap. While we are consuming the food, booze and networking we will be discussing "What is Customer Centric Selling" ... These nights are a great opportunity to learn and network. Make sure you grab your tickets by noon today for 50% OFF! https://buff.ly/2vuHngf
20.01.2022 The transition from an individual contributor to sales manager is typically the toughest transition in a sales career. One of the most challenging elements for new sales managers is the amount of time they have to dedicate to human resources; recruiting, hiring, and managing team performance. These are all new skills and much different to the selfish pursuit of being an individual contributor. This article talks about the importance of building a strong bench of talent for your team that you can draw from when you need to.
19.01.2022 Sales Hacker is coming back to Melbourne! With an awesome line up of panellists from Australias fastest growing companies discussing how you can finish the year strong and start 2018 fast! Our panellists include Matt Varley, COO of MyXplor and Callan Mantell, Head of Sales at Aconex This is going to be awesome! Early bird tickets are still available, get your tickets here -
19.01.2022 How do you take notes in sales meetings? I recently wrote a post that spoke about the acronym TALKER, which provides an outline of the soft skills required to be an excellent communicator in sales - Tone of Voice, Ask Questions, Listen Actively, Keep Notes, Elaborate, Repeat What You Heard. One of the questions that came from that post referred to the K in the acronym. The Krelates to the best way to Keep Notes and ensure that you still stay focused in the conversation.... Too many salespeople dont appreciate the value of effective note taking. They think that they are better off being present in the meeting, and will worry about the notes later. Writing your notes, whether on an electric notepad or using a good old faithful pen and paper, is critical. It gives you the ability to quickly capture the essence and specifics of what the prospect is saying, while drawing the causality and links to other elements of the conversation on the run. In saying that, the method you use for capturing the customer conversation isn't as important as how you structure your notes. You need to be able to quickly refer to them throughout the conversation, without fiddling through hundreds of pages. The idea is that you are using your notes as a map that will guide you to a potential opportunity with the prospect. So, how do you create a process for capturing better notes in your sales meetings and building a map to more opportunities? Here are a few simple steps that you can follow to take better notes and have a higher quality customer conversation.
18.01.2022 In the B2B SaaS world, theres an obsession with growth. Its no great secret that in order to thrive, companies must find a way to consistently discover and engage new customers, as well as to maintain their existing clients. To achieve rapid and repeatable scaling of sales, you need to find your 'Go To Market Fit'. To truly find your Go To Market Fit you need to create what we call the 80-80 rule - where 80% of your sales reps generate 80% of the revenue.... This article takes a closer look at how you can do so.
17.01.2022 We are spending a LOT of money on sales training, but not getting the true organisational benefits from it. The reality is that its not creating behavioural change and continuous improvement in our sales teams. Recognising that the current sales training model is broken is all well and good, but what do you do about it? How do you initiate change and continuous improvement in your sales team? This post talks about developing a culture of training within your business, and pr...esents a 5-step process that will help deliver the change that you need to succeed. https://buff.ly/2m3R6Ww
16.01.2022 The world of SaaS has really changed the way we go about selling in todays B2B environment. Solutions are costing businesses significantly less than they used to, and they are also delivered in a slightly different way. Also, decisions that used to take 12 months to turn around, are now happening on a quarterly basis. What used to happen in a quarter, now happens in 30 days. ... This means we need to think about how we can adapt our sales process to align with the customers buying process and this new speed of decision making. This blog post focuses on the key moments of influence you can have that will help your buyers make a decision.
15.01.2022 "there are fewer green fields but a lot of green gardens" the rise of vertical SaaS
14.01.2022 While there are numerous tools available to sales professionals today, none of them are going to make you sell more on their own. You need to have a strong process in place before you add tools. You need to create a constructive culture and cultivate talent with targeted, impactful training. When you add tools that align with existing sales processes, the technology simply acts as a force multiplier. This article looks at the latest tools that can help you through each stage of the sales process. Because choosing the right tools means closing more deals, and giving your team more freedom to do what they do best.
14.01.2022 Paralysis by potential analysis. I hear this challenge with sales teams all around the world. There are so many moving parts and influences on the sales process, and so many data points to draw meaning from, that it all becomes a bunch of gibberish. The problem is that sales reps are trying to think six moves ahead rather than taking a lean approach to process improvement. With the lean approach you test, iterate and move onto the next thing. Its agile, which is something th...at is essential in todays rapidly evolving sales landscape. To be successful in the modern sales environment you need more of an Angry Birds approach to sales. https://buff.ly/2DGxJ9s
13.01.2022 When someone in your team comes to you with a problem, how do you handle it? Most salespeople-turned managers try to solve it themselves. They think they need all the answers and to tell them what to do, instead of listening and enabling them to solve the problem themselves. This creates more work for you because youre always putting out fires and dealing with issues. But it also diminishes the performance of your team.... Why? Because you dont have all the answers. Often, the individuals on your team will exceed your expectations and think of a solution that you would never have yourself. https://buff.ly/2pGF58G
12.01.2022 Have you ever wondered how sporting teams are able to improve their performance week after week? One of the key reasons theyre able to do this is because they listen to constructive feedback from trainers and coaches, and seek out advice on how to enhance their overall performance. So why aren't we, as sales professionals, more open to receiving feedback to help improve our skills and performance?... In this post, I talk about how to review sales calls in a group scenario and create an office coaching culture that boosts your teams motivation, engagement and results.
12.01.2022 When you are considering a new sales tool you need to look at it through the lens of the customer. If you take a look at the sales funnel from the customers point of view, you can make smarter choices about the technology you use so that it actually results in better customer outcomes. This is a customer-centric approach to tool selection. This article will help you take a step back and look at the sales process through your customers eyes, and subsequently align your tools and technology with that experience.
12.01.2022 Everyone is online nowadays. From the CEO of a Fortune 500 company to the janitor at your local high school. Theyre online for the same reasons you are: to be entertained, to engage with others, to source information, and to find solutions to their problems. The best part about this is that everyone you want to sell to is online too. So this post is about how to engage with buyers and decision makers on these platforms.... No one made quota with 'Social Selling'... But this article shows how you can use social to make your quota.
11.01.2022 Are you struggling to identify customers to prospect? Maybe you have a challenge converting them once they are in the funnel? Come and check out how 90 Seconds, Marketo & Clinic to Cloud succeed by selling to their Ideal Customer at Sales Hacker on Wednesday night. You can register here -
09.01.2022 AI doesnt have to pass the Turing test! http://buff.ly/2roEtTd
09.01.2022 Above all else, there is one common thing that connects the most successful sales teams together - continuous improvement. Sales is a game that you need to practice regularly to ensure you are achieving your potential. For teams, this doesnt happen organically. You need to build systems and processes into the business for ongoing development. You may have some individuals who are super keen to learn, so they are out there testing the latest tech strategies and evolving their... individual performance. But unfortunately not everyone in your sales team is going to be this proactive, they need some direction and guidance to adopt this mindset. Repeatable improvement across your team as a whole comes from your ability to create a culture of coaching. On the surface, this sounds like a simple concept, but in practice, it is much more complex. https://buff.ly/2GPcLr9
08.01.2022 So youve completed the arduous and lengthy hiring process. Now what? Well, as a sales leader, you need to ensure that your new hire is as productive as possible, as fast as possible. This concept is known as ramp time. Ramp time is the amount of time it takes to get a new hire fully productive. The shorter your ramp time, the faster your revenue grows, so you want to make it as brief as possible. Ramp time is reduced if on-boarding is effective.... This article breaks down a process that you can follow for the first week of on-boarding a new hire to accelerate ramp time.
08.01.2022 Join @IndoJacco and the rest of the speakers on #rockyourrevenue #RYR18 https://buff.ly/2I3Qczp
08.01.2022 Whether you are an entrepreneur, a future entrepreneur or a private investor, check out the Melbourne launch of Startup&Angels, where startups meet angels tonight from 6pm! You can learn more here -
05.01.2022 We are in the middle of Spark Festival - https://buff.ly/2ytk3iU - are you embracing the opportunity to learn?
05.01.2022 Want to learn what is Customer Centric Selling? Come and check out Sales Hacker in Sydney this Thursday night
05.01.2022 Buyers have access to more information than ever, and it is forcing the traditional sales model to shift. Salespeople need to adapt and evolve in order to stay ahead. For some, this is a scary proposition. They cant rely on out-of-the-blue cold calling and mass spam emails to hit their targets. Instead, they need to be thoughtful and relevant to their buyers. Those that are willing to empathize, understand, and adopt technology will start winning more business than they ev...er did in the old world of sales. But you need a structured playbook to make it happen.
03.01.2022 Launch tickets, @ over 50% off, are available for Rock Your Revenue until the end of the week! Don't miss out on learning how Culture Amp, Ento, MYOB, Xero accounting app built their own playbook so you can build your own #sales playbook! https://buff.ly/2F2rSQv
01.01.2022 The majority of corporate sales training happens during events - think corporate kickoffs, half-day workshops, or business development seminars. These events are loads of fun, but most people forget what theyve learnt in them straight afterwards. One thing you can do to get value out of your sales training is to create a coaching culture, that is built on the concept of revision and reinforcement, and backed up by relevant data. Read this article to find out how.
