“Caleb is an elevator. He elevates the people around him, and he elevates the environments he works in. He makes the people around him better. I've known Caleb for many years and throughout multiple roles. He is a gifted professional and a clear communicator; but what I've seen in multiple contexts is that he has a rare ability to uplift, to amplify the effectiveness of the people around him. He is genuinely funny and infectiously positive. He's an artist and approaches his work with expressiveness and authenticity. He's biased for action and puts new ideas into execution, bringing others along. He's a people connector and relationship-builder. Caleb doesn't just achieve success for himself; he lifts his teammates up. A force multiplier. Add this fellow to your team.”
About
17 years in the Saas/Tech sales industry, starting as a BDR, into sales, BDR management…
Contributions
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You’re a Sales Development professional. How can you improve your problem-solving skills?
Be curious, humble and open. As my a jr high English teach used to say "Don't put on your hard hat," when receiving constructive criticism. DO NOT BE defensive, or quick to say "Oh, I know"...be open to seeking feedback and sharing your own best practices. Seek out those doing things well and learn from them. Even the wisest teacher is the one who admits they are still a pupil.
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How do you become a corporate sales account executive?
As a former sales dev rep who became a sales exec, I think a great way to become a sales account executive is to be an SDR or BDR first. The sales dev role teaches a lot of the most important skills you'll need in sales - organization, empathy, resilience, tenacity, etc. (You'll also learn quickly if sales isn't for you!) As you work in this function, you can naturally grow your sales skills by learning from the AEs you support. Sit in on live demos and discovery calls whenever you can, and learn the trade from the masters. If you are curious, have a learner's mindset, and put in the time, you'll be an amazing AE in no time.
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Your sales development team needs a boost. What's the most affordable way to do it?
Whether you’re a sales dev manager, or in an enablement role, proper onboarding and ongoing coaching for an SDR/BDR are crucial! Sales development is unlike any other role for learning courage, humility, resilience and empathy. Technology and tools are great, but the best training in this role addresses ‘the way’ you use these tools. First, coach being a flexible learner, tone, daily organization, and the main thing: that the reason you are calling someone is because you have a solution to a need. You aren’t selling. You aren’t a telemarketer. You’re a sales development professional. If you mirror this as a leader, and coach to it daily, success will follow you and your team!
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How can you stand out as a salesperson with active listening skills?
Active listening is a sign of Emotional Intelligence, and emotionally intelligent people make the best sales people! Active listening allows you to handle sales objections by speaking to underlying problems that the prospect/customer may not be able to articulate. You can actually get to the heart of an issue and move forward with a resolution that makes others feel understood and validated. Listen, repeat back what you heard, ask questions, validate and move forward to provide the best solution for your prospect/customer.
Activity
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Join #Docusign at #Dreamforce in San Francisco for a CLM Fireside Chat: Unlocking Enterprise Alignment: How to Leverage CLM for Cross-Departmental…
Join #Docusign at #Dreamforce in San Francisco for a CLM Fireside Chat: Unlocking Enterprise Alignment: How to Leverage CLM for Cross-Departmental…
Liked by Caleb Mannan
Experience
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Licenses & Certifications
Honors & Awards
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Egencia President's Club 2018
Egencia
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President's Circle 2013
Egencia
Organizations
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Greenleaf Center for Servant Leadership
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- Present
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