Scott Miller is founder and CEO of RampedUp.io, a salesforce.com plug-in, designed to improve close rates and shorten the ramp-up time for new sales reps. Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the importance of having a repertoire of win-stories, and the self-directed framework. Be sure to listen now!
[2:04] What need was Scott trying to fill by starting RampedUp.io?
[2:56] What is the best practice for sales process?
[4:10] Examples of sales lessons that Scott learned from working at a Fortune 500 company.
[7:44] Scott discusses the concept of peer-to-peer selling and the importance of having a depository of relevant win stories.
[8:53] Find out one of the dirty little secrets that marketing holds over sales.
[12:10] How do you embed the repository of win-stories and knowledge bases to help onboard and ramp up reps more quickly?
[13:31] Scott speaks on the concept of the self-directed framework.
[14:30] What is the average ramp up time for a B2B sales rep these days?
[16:46] Scott shares his secret sauce on the concept of the ‘battle card’ to help improve close rates.
What’s your most powerful sales attribute?
Who is your sales role model?
Rick Page, who founded the Complex Sale.
What’s one book that every salesperson should read?
SPIN Selling by Neil Rackham
What music is on your playlist right now?
My kids make me listen to Justin Bieber and Adele. I’m into Audible books about History.