Your first prospecting call has one job. And it's not to pitch. It's not to demo. It's definitely not to close. Most reps try to hit a home run on the first swing. That's exactly why the conversation dies before it starts. The connect rates are fine. The pipeline isn't growing. Something in between is broken. Turns out, the fix is a mindset shift, not a new script. LB breaks it down in under 5 minutes. Get the tip and more here: https://lnkd.in/eDXb6DTV
Factor 8
Professional Training and Coaching
Phoenix, AZ 2,525 followers
Award-winning rep and manager training built exclusively for virtual sales teams.
About us
Virtual Sales Leaders come to Factor 8 to grow top-line revenue, market share, or margins and scale their virtual sales team. Although we're best known for training that asks reps to GET ON THE PHONES (live application during training is the only way to train!), we also perform virtual sales benchmark assessments, deliver custom award-winning virtual sales leadership training, private sales coaching, and consulting. At Factor 8 we believe: 1. Results rule and theory stinks. Whether it's training or consulting, we push the number. Every time. That's how we earned ten years of 100% referral business. A few recent results: - 84% increase in qualifies sales leads accepted by ISEs - 150% increase in Acquisition rep quota attainment - 200% increase in BDR lead conversion - 71% increase in Acct. Mgr. quota attainment + record growth! - 52% increase in Inbound call quality scores 2. Experience matters. Don't trust your business to training facilitators or consultants with no inside sales experience. Our Advisors have made the calls, led the teams, run the departments. 3. Not all training is equal. If it wasn't created for virtual sales, it's not going to stick. And those national curriculum houses can't really customize - they make their money on publishing. 4. It's time to budget for training. Our industry spends 25x on recruiting and more than 3x on new sales tools. But lack of development has been reported a #1 challenge and reason for leaving companies for the past 5 years in a row! Maybe you just haven't been spending your training dollar with the right company. Check out our programs at www.factor8.com, our un-edited reviews at https://www.aa-isp.org/service-provider-directory/company/180 or better yet, contact us at info@factor8.com and let's get started.
- Website
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http://www.factor8.com
External link for Factor 8
- Industry
- Professional Training and Coaching
- Company size
- 11-50 employees
- Headquarters
- Phoenix, AZ
- Type
- Privately Held
- Founded
- 2008
- Specialties
- Inside Sales Consulting & Best Practices, Sales Manager & Leader Development, Coaching, Inside Sales Consulting & Best Practices, Sales Floor Analysis & Benchmarking, Performance Improvement Services, Inside Salesforce, Keynote Speaking, and Sales Workshops & Kickoffs
Locations
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Primary
Get directions
Phoenix, AZ, US
Employees at Factor 8
Updates
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"We hired for talent, we shouldn't need to train them." Sound familiar? Here's the thing... Their old company did it differently. The sales motion was different. Maybe they were loyal sellers but not great ones. Even 15-year veterans can have the steepest learning curves. Training isn't remediation. It's how you grow, retain, and scale. Not sure if your team needs it? Swipe through for 10 warning signs it's time to invest in sales training. Read the full breakdown here: https://lnkd.in/gSpSqN-M
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Sales training isn’t just about content. It’s about execution. Rolling something out across in-person and remote teams is where things usually fall apart. One team shared that what stood out wasn’t just the plan… it was the delivery. “It surpassed our expectations across both in-office and remote deployment.” Read more reviews on Gartner here: https://lnkd.in/ggNsWVdz
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Factor 8 reposted this
Theory sucks. It looks great on a slide, it checks a box, and then your reps go right back to doing exactly what they were doing before. The training that actually moves numbers is the kind that gets uncomfortable. It's reps hearing their own calls played back. It's practicing the skill live, not just nodding along to a framework. It's walking out of a session knowing exactly what to say on the next call and *when* to say it, not just *why* they should say it. That's what we built Factor 8 around. Not concepts. Reps leave with skills they can use the same day, and managers leave knowing how to coach and reinforce those skills every week. If your reps can't tell you exactly what they'll do differently on their next call, the training didn't stick. I broke down exactly how to make training stick (and why most of it doesn't) in our recent webinar. Watch it here: https://lnkd.in/gdTv3QMZ
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Most reps quit after 1–2 attempts. The data says it takes way more than that to connect. So what happens to all those prospects who would have said yes on touch 5, 6, or 7? They go to the rep who kept showing up. It's not your messaging. It's not your list. It's that you're stopping too soon. This quick tip breaks down why persistence is the biggest gap in most prospecting strategies — and the simplest thing you can fix. Check it out along with more prospecting resources here: https://lnkd.in/eDXb6DTV
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Great conversation here with Allego. Lots of good perspective in this one!
Your buyers have already done their homework. They know your company. They know your competitors. They know your strengths and your gaps. And then that first call goes to… an entry-level SDR. That’s the shift. What used to be a 101 conversation is now happening at a 201 level. So the question is: If reps need to show up at 201, but don’t get to learn at 101… who’s responsible for closing that gap? Enablement teams are still catching up. Managers don’t have time to coach at that level consistently. And yet, that first conversation matters more than ever. This is one of the biggest challenges in ramping and developing reps right now. Allego
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So many sales intros fail for the same reason: they're about YOU. Your company name. Your value prop. You're a "leading provider of blah blah blah." The prospect checked out 3 seconds in. The reps who book the most meetings aren't the ones with the best pitch. They're the ones who get the prospect talking before they even realize they've taken a sales call. That means your intro needs to do three things in under 10 seconds: * Tell them who you are * Tell them what you want * Give them one reason to care (not 5 reasons, ONE!) AI can help you build a better intro. But it can't help if you don't know what "good" looks like to begin with.
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Your buyers have already done their homework. They know your company. They know your competitors. They know your strengths and your gaps. And then that first call goes to… an entry-level SDR. That’s the shift. What used to be a 101 conversation is now happening at a 201 level. So the question is: If reps need to show up at 201, but don’t get to learn at 101… who’s responsible for closing that gap? Enablement teams are still catching up. Managers don’t have time to coach at that level consistently. And yet, that first conversation matters more than ever. This is one of the biggest challenges in ramping and developing reps right now. Allego
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Are you dialing 50+ contacts a day and wondering why nothing's landing? Here's what's really happening: * Half your list was never a good fit * You're giving equal time to unequal prospects * More activity is just masking bad targeting The fix isn't more dials. It's smarter prep before you ever pick up the phone. This quick video breaks down how to qualify your call list in minutes so your best prospects get your attention first. Watch it here: https://lnkd.in/eDXb6DTV
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You coached them. They nodded. Nothing changed. Sound familiar? Most managers leave a coaching session with a list of five things to fix. The rep leaves overwhelmed and fixes none of them. The issue isn't your advice. It's how much you're giving at once. One small shift in how you deliver feedback can change everything. We break it down in under 5 minutes here: https://lnkd.in/eDXb6DTV