Ep. 68 - Rodney Umrah - Tiger Seller Profiles

Revenue Enablement Society - Stories From The Trenches

Have you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement.

In this episode Rodney explains how to elevate your sales team's performance as we dissect the elements that transform good sellers into great ones, and how tailored enablement programs can act as a catalyst for widespread excellence. For example:

• Identifying the skills, tactics and techniques of a Tiger Seller
• Working with HR and recruiting teams to elevate the hiring process
• Identifying skills gaps and enablement priorities based on Tiger Sellers
• Aligning sales process stages to the strengths of Tiger Sellers

Rodney Umrah has 26 years’ experience working in the global technology industry (software / cloud) at IBM, Microsoft, Oracle NetSuite, Xactly and Forcepoint. He has a wealth of experience in technical, sales, revenue, partner and customer enablement leadership roles.
Rodney’s vision is to deliver enablement services globally that accelerate revenue growth and improve customer retention and satisfaction.

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Chapters

1. Ep. 68 - Rodney Umrah - Tiger Seller Profiles (00:00:00)

2. The Tiger Seller Profile (00:00:01)

3. Recruiting, Onboarding, and Using TSP (00:10:21)

4. Developing Sales Skills and Strategies (00:15:28)