Oct 31, 2019
Mary Grothe is the CEO of Sales BQ, a a relatively “young” organization that works with companies to rebuild, scale, and empower their underperforming sales departments. A typical client might have 5 to 7 salespeople reporting directly to the CEO. Last year, Sales BQ rebuilt the sales departments for 42 companies. Mary, an experienced sales dynamo, known for exponentially exceeding quotas, says BQ, behavioral intelligence, or behavioral quotient, is about making the decision every single day to show up and give it everything that it takes to perform at one’s highest ability.
Under a 6-month contract, Sales BQ functions as a company’s “VP of Sales” and rebuilds the sales department in 3 phases.
Does the process work?
Eighty-five percent of their clients renew the 6-month contract and continue working with Sales BQ for a full year. The ones that don’t.? Mary says they are “crushing it” and don’t need Sales BQ anymore.
Mary classifies sales reps into three personas, based on their motivational drivers:
In this interview, Mary offers tips on effective sales techniques and the effective uses of LinkedIn. She can be found on LinkedIn and on her company’s website salesbq.com, where her company’s blog and Quota Crusher Podcast reside. The Quota Crusher Podcast is also on YouTube.