Why You Missed Your Sales Quota Last Quarter

So you missed your sales goal last quarter. It seems like such a huge, complex problem with no right answers. What’s broken? How can you fix it, without messing up...
July 17, 2019
Lead Generation
12 min read

3 Sales Techniques to Convert Leads that Went Cold

Our B2B win rate on companies that we re-engage with and get the second opportunity with is much, much higher than our win rate on companies where we're going through our first opportunity with them.
June 18, 2019
Outbound Sales
6 min read

Sales and Marketing Alignment: 6 Quick Wins

Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
May 28, 2019
Lead Generation
8 min read

Maslow's Hierarchy for Sales Development Teams

In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.
January 9, 2018
Sales and Marketing Operations
9 min read

How to Create the Best Sales Kickoff (SKO): Learning, Culture, Celebration

Somewhere between the stuffy boardroom of a local Best Western and a weekend of company-sanctioned debauchery in the woods ... is the perfect Sales Kickoff (SKO). Our objectives always fall into three buckets: 1) Loyalty, morale, bond; 2.) improve product knowledge; 3.) improve soft sales skills.
January 4, 2018
Sales Strategy
8 min read

How to Get 30% Response Rates with Prospecting Emails: VIDEO

The second prospecting email is even shorter, but I added a new value prop. We find these follow-up messages get 3-4 times the click-through rate that the first message does.
October 10, 2017
Marketing Strategies
3 min read

Selling to Small Business and Startups: More Data Isn't Better

There are only 1.5 million companies in the U.S. with more than 100 employees - far fewer than most people think. So if your CRM has 1 million or more accounts, you have a bad data problem. Our client’s sales reps had been making 5 out of 6 calls to companies that were literally impossible to sell to. Talk about hunting for needles in a haystack!
May 23, 2017
DiscoverOrg
4 min read

[VIDEO] How to Evaluate a Data Provider

What are the common pitfalls of evaluating a data provider? Which methods work best? Learn both in this Whiteboard Wednesday video.
March 22, 2017
Marketing Strategies
3 min read

6 Common Cold Calling Misconceptions

Working in Sales isn’t exactly a cakewalk. Even if you have the most killer marketing team, it is highly unlikely that you just sit back in your big, cushy office and wait for the leads to come in.
January 27, 2016
Cold Calling
5 min read

Why You Didn’t Meet Your Quota Last Quarter – Part 3: Selling to a Single Point of Failure

Part three of a three part series on the topic, “Why You Didn’t Meet Your Quota Last Quarter”
November 13, 2015
Outbound Sales
5 min read

Why You Didn’t Meet Your Quota Last Quarter – Part 2: Your Messaging Sucks

This blog is part two of a three part series on the topic, “Why You Didn’t Meet Your Quota Last Quarter”.
November 6, 2015
Outbound Sales
5 min read

Why You Didn't Meet Your Quota Last Quarter - Part 1

Three of the most important factors that go into meeting your quarterly quota: The health of our pipeline, The performance of our messaging, The effectiveness of our strategy in navigating sales cycles.
October 29, 2015
Outbound Sales
6 min read
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