Women in Sales Blog

Episode 5 of The Women in Sales Podcast: Tonni Bennett, VP of Sales at Terminus

Posted by Ali Powell on Aug 4, 2017 11:30:33 AM

We had the best time talking to Toni Bennett, the VP of Sales at Terminus today.

She is a 29 year old woman who is leading a growing team at a hot startup out of Atlanta. When she started as the head of Sales at Terminus a couple of years ago she had 1 sales hire under her. From there she has built out a sales org of around 40 people. Truly amazing stuff.


Topics: women in sales, more women in sales, get more women in sales, women in sales community, sales podcast, how to get more women in sales, WOMEN IN SALES PODCAST, women in sales interview

EPISODE 4 of the Women in Sales Podcast: Annie Matthews, VP of Sales at TechTarget

Posted by Ali Powell on Jul 19, 2017 10:44:15 AM

We have 4 episodes on the Women in Sales Podcast on iTunes available for you to listen to. I highly encourage you to listen to these amazing women who work in sales roles on your way into work in the car or on the subway or your walk home after work.


Topics: women in sales, more women in sales, get more women in sales, women in sales community, sales podcast, how to get more women in sales, WOMEN IN SALES PODCAST, women in sales interviews, the story of women in sales

A Sales Rep's Dream: Automating Prospecting Research?

Posted by Ali Powell on Feb 16, 2017 1:18:48 PM

There are many ways for sales reps and account managers to track their prospects and customers but most of those ways are manual, take time, take multiple tools, etc.

Some of the more traditional ways include things like:

  • Google Alerts
  • LinkedIn Follows
  • Twitter follows

Some of the new age ways of following your prospects and customers include:

  • Using tools or software like Datafox, Mattermark, Crunchbase paid, etc.
  • Using growth scores or growth indicators to know which companies in your patch or territory you should be focusing on.

Questions for sales reps out there reading this:

  1. How much time do you spend per day on each account you are working on or prospecting into doing research on the account and target people in the account?
  2. How do you do this kind of tracking? What tools do you use? Do you actually do it? Would you want to do it if you could?
  3. Even with using all of these different paid tools or software that help you track growth and triggers on your accounts do you still find the process to be too manual to do it well?

I would bet that the traditional, main stream sales reps out there don't do many of these things because it is too hard, and takes too much time.

I would also bet that even the innovative and tech savvy reps don't want to do these things because it takes too much time and is too manual for them to bother with it. So they just don't do it or do it very minimally.

The holy grail for me when deciding if I want to target an account is:

1. Good researched reasons that mean what I sell could be helpful to the target account


2. Those reasons are timely to us helping the prospect.

If I have both of those things I usually feel like this:

You could do all the research in the world and have all the best reasons to prospect an account but staying on top of those triggers and updating the reasons on all accounts in your name is nearly impossible.

The problem is this:

You have x amount of accounts in your name as a sales rep.

You also have x amount of leads in your name too.

You could also have leads and accounts in your territory that are in OPEN or RECYCLED because you aren't actively working those at the moment.

There are also companies or potential companies you could be tracking or helping but you don't know about them yet because they are not in your database or CRM yet.

But, since you are 1 person and only have so much time in the day to actually sell and do your job you can't watch even 1/2 or a 1/4 of your total accounts.

This is where technology and software should come in to help automate this for sales reps.

I would love, love, love <3 my life if every morning I came into work or sat down at my computer and there was a list of my accounts in my name, in my territory with updates on what I would consider triggers for what I sell listed out.

Then I could prioritize my day on my accounts based on those researched reasons, timeliness of the trigger plus inbound lead intelligence.

Wow, life would be lovely. I would focus on just selling and just the fun part of prospecting. Not spending time on the manual process of research on my accounts.

Join the #WomeninSales Slack Channel


Topics: sales prospecting, women in sales

Guide to Building Credibility Internally and Externally as a Sales Rep with your Personal Brand

Posted by Ali Powell on Sep 22, 2016 10:00:00 AM

Building credibility as a sales rep internally and externally is necessary if you want to work your way up in sales. 

To improve your credibilitiy internally and externally it is important to understand your personal branding. Sales people tend to think in the moment and in terms of getting the deal in. It is not usually a priority to think about a few years from now or even 10 years from now what you want your personal branding to be. That takes time and effort and let's be honest we are busy spending on our time on our pipeline and getting deals in. Thinking about the future can be daunting and tiring. 

Guess what? It is not as hard as you might think to work on your personal branding as a sales rep. You are actually working on your external brand every day when on calls or in meetings with your prospects and customers. You work on your internal personal brand everyday without even knowing it. 

Your personal brand as a sales rep can help you to improve how prospects perceive you. As your personal brand expands you will see your prospects trusting you more because they have read your insights and content online somewhere. You will become a trusted source of information as you build up your personal brand online. 

Thinking about your personal brand as a sales rep internally will help you as you progress your sales career at company. You want people around you at work to think highly of you and know what you are good at.  By working on your personal sales brand internally and externally your credibility will improve. 


Topics: women in sales, more women in sales, sales women, women sales managers, how to get more women in leadership roles, how to get more women in sales, credibility as a sales rep, women sales community, sales branding, personal sales branding

The 2016 Women in Sales Awards Finalists

Posted by Ali Powell on Apr 28, 2016 10:34:06 AM

End of the month is a stressful time. 

You are spending your time focused, trying to help your prospects become customers in the easiest way possible. That takes creativity and focus.

Sales can be stressful, filled with lots of meetings, calls and negotiation so when you get an unexpected email on the day before the last day of your month it reminds you why you do what you do! Because you love it and it matters.

Today I received an email from the Women in Sales Awards with an update on the finalists that were picked and named this year for their awards. 


Topics: women in sales, women inside sales, women in sales awards, insides sales awards, sales awards

3 Open-Worthy Sales Email Subject Lines With 1 Critical Thing in Common

Posted by Ali Powell on Apr 19, 2016 9:46:58 AM

I get asked this question fairly often by fellow sales reps: How do you know your buyer will open your prospecting emails?


Topics: women in sales, more women in sales, get more women in sales, email marketing in sales, women in sales community, email templates for sales reps

Why Women in Sales Must Apply or Take the Manager Role Before they Think that they are “Ready or Know Enough”

Posted by Ali Powell on Mar 16, 2016 11:21:30 AM

I have been working in sales for over 5 years now at the same software company. I have recently found myself at a sort of crossroads about what to do next in my sales career. I have been thinking a lot about what things I did well over the past 5 1/2 years working in sales at this amazing company and what I could have done differently. It is good to reflect on life, right?


Topics: women in sales, more women in sales, women sales managers, women in management, women managers

Is Using Slack Outside of Internal Company Use to Build Community a Real Use Case?

Posted by Ali Powell on Mar 15, 2016 8:45:33 AM

I started a community called Women in Sales. Slack seems like a natural fit to get this community to engage with each other in real time or on their own time.


Topics: women in sales, more women in sales, slack, slack chats, women in sales community, slack channels, community building, sales community

There is Only One Goal of the Discovery Process in Sales: A Mutually Agreed Upon Next Step

Posted by Ali Powell on Mar 11, 2016 12:28:56 PM

The discovery process in sales is the most important part of the sales process.

The exploratory process with your prospect is what will set up the next parts of the sales process from there on out to either be great or not. If you don’t have a solid process for exploration with your prospects you cannot have a great sales process. Things will fall apart along the way if you don’t master this first step of the sales process.

Time to get back to basics.

What is the point of the discovery process or exploratory call?

Think about why you are taking time to talk to someone in the first place. You have a job to do. Why are you doing what you are doing? Your time is valuable and so is your prospect’s time. Do not forget this. Respect that the exploratory process is a mutual process for both you as a sales rep and the prospect.

The goal of the discovery process or exploratory process (whatever you want to call it) is to figure out if you should spend more time together. It is a mutually agreed upon thing.

There are really 2 outcomes.

1. The prospect is disqualified.

2. The prospect is qualified.

As a sales rep your job is to sell.

To be able to sell you need to have a good understanding of when and why a prospect could see value in your product or service that you are selling. To be able to tell when a prospect is a potential buyer.

The end outcome or goal of an exploratory process is very simple. It is to agree upon next steps TOGETHER to help that prospect buy your product or service OR how they will evaluate your service or product with an end goal of buying it.

Your job as a sales rep is to come away from that first call or meeting knowing that you both want to spend more time together, for a mutually agreed upon reason.
Not just for fun or for free consulting or help. Time is money.
The goal of agreeing to spend more time together is to see if it makes sense for the prospect to buy your product or service.

You must walk away from that meeting knowing if you have aqualified potential buyer or not. If you hang up the phone after your exploratory call or come out of your first meeting not sure what next steps are, you did not do your best.

If you come out of the meeting not knowing why you are talking again or not knowing what the point of you both talking again is, then you did not do the best job you could as a sales rep.

It is your responsibility as a sales rep to master the exploratory process. If you want to be great at sales and always crush quota you need to know where to spend your time, who to spend your time with and how to spend your time.

Here are some things that I do everyday to make sure I am spending my time with qualified potential buyers in the sales process. If you ask yourself these questions every time you start a sales process with a potential customer you will see better results.

  • Is there pain and need for what your product does?
  • Can your product or service solve the prospect’s pain points that you exposed in the exploratory process?
  • Make sure the prospect and you agree that there is potential for your company to solve their problems. You must agree on this to move forward.
  • Never assume ANYTHING. Ask as many questions as you need to ask to be able to know if this is worth moving forward with the prospect.
  • Remove the red flags- early and often. If you feel like something is “off” or “odd” or you aren’t getting the answers you want, DO NOT brush those things under the rug. These will pop up later on and you must address them at that time.

The most important thing here is to make DARN**** sure that you BOTH agree that it makes sense to spend more time together assessing your product or service, with the end goal of that assessment process being becoming a customer.

The goal of a truly great exploratory process in sales is to know if it makes sense to spend more time with the prospect in doing one of two things.

  1. Purchasing your product or your service.
  2. Evaluation of your product or your service with an end goal of buying in mind.
If you constantly keep in mind why you are doing what you are doing with one thing in mind, the end goal of a new customer then you will do a better job at all stages of your sales process.

If you are a woman working in sales, in any industry, in any sales role please join the Women in Sales Community here. We also recently formed aSlack Channel for Women in Sales as well, you can join that here.


Topics: sales process, women in sales, sales pitch, sales help, saas sales, software sales tips, sales, exploratory process in sales, discovery call in sales

When People Ask Me How I Did that in a Week

Posted by Ali Powell on Feb 18, 2016 7:54:05 AM

I don’t have a real, solid answer. I just did it.


Topics: women in sales, more women in tech, more women in sales, get more women in sales, women in sales community

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