Pitch Perfect: Selling to Legal Operations
Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture...
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
5 Steps to Overcome Sales Objections
Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
5 Mistakes Online Dating Can Teach Sales Prospecting
Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
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.
The ABM Cookbook: 5 "Recipes" to Keep Sales Focused on Target Accounts
If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!
How to Start a Conversation Using the “Foot-in-the-Door” Cold Email Template
Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:
Cold Voicemails Work ... Just Not How You Expected
While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. For something that takes less than 30 seconds, it seems like a no brainer, right?
How to Find Event Leads (Without Blowing Your Budget)
Events are expensive, even if you’re not a sponsor. But they’re still one of the best ways to get your product in front of a crowd of likely prospects: a captive audience already interested in a subject related to your product.