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Michael Borell

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Michael Borell

VP Sales

GermanyVerified Community Ambassador

Identified Expertise

Customer Engagement44
Talent Management & Performance17
KPIs, Metrics & Reporting12
Employee Engagement11
People & Leadership10

Engagement Stats

25
Answers Written

2.2K
Profile Views

70
Upvotes Received

Content Michael is Following

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Do you trust the data & reports from the big analysts?

Strategy & Architecture

Yes

No

Sometimes

View Results

111.2k views126 Upvotes59 Comments

Do you have remote employees on your team?

Talent Management & Performance

Yes

No

16.4k views7 Upvotes7 Comments

Is AI going to affect the number of jobs in your company in the next 12 months?

Culture & Values AI & Machine Learning

Yes, more jobs created

Yes, jobs lost to AI

Other (please comment)

View Results

50k views11 Upvotes47 Comments

Has COVID-19 affected your regular workflow?

People & Leadership Strategy & Architecture Cloud+18 more

Not really, our team copes with remote work quite good!

Yes, it has encouraged us to take a new direction – we are involved into COVID-19 related projects now.

It has, things got out of hand.

Your own experience, please leave a comment below.

View Results

158 views

Sales Leaders - What has been your biggest challenge during COVID19?

Business Applications

Selling virtually via email, phone, or video platforms

Budgets & approvals on pause

Stress!

The unknown

View Results

123 views

What’s the number-1 factor you consider when deciding whether a new tool is worth purchasing?

People & Leadership Applications & Platforms Disruptive & Emerging Technologies+3 more

Budget allocation

Potential process improvements

Onboarding & training bandwidth

Security & compliance

Reviewing prior purchase overlap

View Results

5.1k views2 Upvotes3 Comments

What do you prioritize the most in a job?

People & Leadership Process Management Talent Management & Performance+2 more

Benefits (healthcare, paid time off, etc.)

Hours flexibility

Location flexibility

Salary/income

Work-life balance

Workplace culture

View Results

10k views3 Upvotes12 Comments

Is your team entirely located in the same time zone?

People & Leadership Process Management Team & Organizational Design+1 more

Yes

No

4.4k views1 Comment

Which business function do you see the most need for automation?

End-User Services & Collaboration Applications & Platforms People & Leadership+6 more

Sales

Marketing

Accounts Payable

Accounts Receivable

Legal

HR

Other (pls comment)

View Results

14.5k views9 Upvotes18 Comments

What's the biggest cause of problems in your business?

People & Leadership Process Management Business Relationships

System related (it's the tech)

Systematic (it's the way people use the tech)

3.7k views3 Upvotes

I work in sales so the challenge to connect with people via phone can be a struggle at times. Staying innovative helps eliminate the stigma of being the "unsolicited" caller. What are some topics to keep the conversation going in between trying to earn business from a potential client?

Michael BorellVP Sales in Software5 months ago

You can discuss some of the following:

- Industry Trends
- Company Milestones
- Customer's Personal Achievements you are aware of
- Local Events/news/... in the customer's area.
- Innovations of your company ...read more

2

Read More Comments

2.5k views5 Upvotes2 Comments

"You don't leave a job, you leave a manager." Do you find this generally holds true in sales, with the inherent challenges the role presents?

Customer Engagement Employee Engagement Mentoring & Coaching+2 more

Michael BorellVP Sales in Software5 months ago

So many variables with this question. 1. If you are a high performer, a positive attitude, and a good worker, your manager will likely leave you alone. 2. If you are a problem employee, a cancer, a low performer, etc., ...read more

2

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888 views3 Upvotes7 Comments

What does your cold/outbound prospecting process look like and what tools are you leveraging? Do you feel it is effective?

Michael BorellVP Sales in Software6 months ago

A similar approach like investing in stocks - diversification is key.

We work with different lists from different sources, including the lead list from webinars, conferences, and white paper downloads.

We have ...read more

3

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246 views2 Upvotes2 Comments

What's your best advice with how to respond to a customer no-decision? As in, "let's revisit this in 6 months."

Customer Engagement

Michael BorellVP Sales in Software6 months ago

I learned years ago in sales... the best answer is YES... the second best answer is NO... The worst answer is... maybe, revisit, call me back, let me think on it... If the service or product is something they can use now, ...read more

2

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541 views2 Upvotes9 Comments

When it comes to KPIs, revenue is usually number one. But how much weight should customer satisfaction carry? How do you measure this at your company?

KPIs, Metrics & Reporting

Michael BorellVP Sales in Software6 months ago

Growth in revenue through new business is essential, however, repeat revenue is intrinsically linked to customer satisfaction, with sustained external advocacy being the goal. Advocacy and testimonials are KPI’s we track...read more

4 2 Replies

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4.1k views5 Upvotes13 Comments

How did you test or validate your GTM strategy at your company? Is there anything you would have done differently? Any guidance would great!

Customer Engagement

Michael BorellVP Sales in Software6 months ago

Design, Execute and Measure... look at the volume, size, conversion over a period of time and what levers you can pull to improve and if those are within your control.

2

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810 views5 Comments

What are some ways that you've been able to maintain sales momentum when a key employee leaves?

Employee Engagement Customer Engagement Talent Management & Performance+1 more

Michael BorellVP Sales in Software7 months ago

Having an open and honest conversation with the team and explaining that change is a good thing. Change brings new opportunities for others to grow, and it is also a great opportunity to change old structures and implement ...read more

5

201 views1 Upvote1 Comment

There's so much noise out there and it feels like prospects are numb to traditional sales/prospecting tactics. How are you embracing this new reality and getting creative?

Customer Engagement

Michael BorellVP Sales in Software7 months ago

Have conversations that matter. Emphasize business outcomes vs vendor jargon. Businesses are prioritizing vendors who demonstrate how they’ll help improve the business.

3

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494 views2 Upvotes2 Comments

Has your organization rolled out a ton of new technology and widgets to your sales people who are now overwhelmed with all the new stuff and ever evolving reports and information from all the "support team" (account management, product, etc)? What solutions have you tried to help aggregate the various selling tools, reports, apps, and "knowledge hubs" that contain information for sellers? What worked and didn't work?

Michael BorellVP Sales in Software7 months ago

Companies focus on the tech, before focusing on the problems the tech solve.

What I typically do is go back to my sales process. What are the steps we take to go from prospecting to close? Where are our current tools ...read more

3

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1.9k views5 Upvotes5 Comments

To what extent are your sales playbooks based on historical data and analytics? How do you allow for the proper amount of creativity?

Employee Engagement Customer Engagement

Michael BorellVP Sales in Software9 months ago

Use the historical data (what's been done) to detail the work that has already been completed (or at least positioned) as a means to set up the sales team's success in achieving the current year's sales objectives ...read more

1

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1.3k views1 Upvote6 Comments