Maslow's Hierarchy of Needs (for Sales Development Structure)
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.
How to Get a 30% Response Rate for Prospecting Emails
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.
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...
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.
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.
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.
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!
[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.
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.
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”
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”.
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.