The New Purchasing Powerhouse: Operations
5 YEARS AGO: With the (abrupt) transition to digital media, marketing as a function became more sophisticated, more complicated, and just plain harder. Technological solutions emerged to make marketing more...
Sales Acceleration on Demand: Outreach & DiscoverOrg
“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out...
2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)
Total Addressable Market (TAM) is the total available opportunity for your product or services. It’s typically measured in terms of revenue, but can also be thought of as the total population of organizations that could become your customers. So how do you calculate Total Addressable Market? Our VP of Product Marketing demonstrates the two most popular methods: Bottom-Up and Top-Down.
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.
You’re the New VP of Sales ... Now What?
A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
The Scariest Thing is What You Don’t See: Your Garbage Sales & Marketing Data is Killing You
"One vendor who uses a 600-person team in India, listed a CEO’s wife as the company’s ‘Head of IT,’ even though she had not worked for the company for more than 30 years. Other contacts they identified as corporate CIOs were, instead, dentists, actors, and aircraft maintenance technicians."
[VIDEO] How to Get 30% Response Rates with 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 is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application - Salesforce® Edition
Remember when the “sales tech stack” was just a CRM? I do. It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards...
AJ’s story - and the Split of Outbound and Inbound Sales Development
There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.