An Agile Process for Sales Development

Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
November 10, 2017
Sales
7 min read

A Women in Sales Month Success Story: “Sales is the Great Equalizer”

It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?
October 30, 2017
Leadership
5 min read

The Power of Marketing and Sales Intelligence

Sales intelligence. Lead lists. Not sure where to start … or why you should care? You’re in the right place. For many years, sales and marketing teams turned to list...
October 24, 2017
Account-Based Marketing
4 min read

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.
October 12, 2017
Best Practices
5 min read

[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.
October 10, 2017
Marketing
3 min read

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

"Salespeople are too pushy." Well, yes, PUSHY is the name of the game. You have to be pushy just to get in the door. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence) means it's a problem.
October 5, 2017
Research Reports
4 min read

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% 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!
September 28, 2017
Outbound
6 min read

3 Ways NOT to Sell B2B [NEW REPORT]

Exhibit A: The internet. Assume buyers use it. Furthermore, assume that they use it at least as much as you do - to research options, product features and specs, and, yes, product and business reviews. So where does that leave salespeople?
September 14, 2017
Outbound
4 min read

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.
September 12, 2017
Outbound
6 min read
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