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....
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?
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...
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.
[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.
[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.
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!
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?
[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.