Most sales people I meet are genuinely busy. They are trying to meet new … [Read more...]
Tag: Prospecting
Are You Selling What You Can Sell Or Selling What You Need To Sell?
"1250 Dials, 50 Conversations, 2 Meetings....." Posted on April, 2019
I was intrigued watching a LinkedIn video from a prospecting expert. He touted … [Read more...]
My $500K SDRs Posted on April, 2019
The SDR role is a critical role for many, if not most, organizations. SDRs have … [Read more...]
It Isn't About You, It Really Is About Me! Posted on March, 2019
I got an interesting prospecting note recently. It came, as so many do, … [Read more...]
Tilting The Numbers In Your Favor, The Tyranny Of "More" Posted on March, 2019
I have tremendous empathy for sales people and what they face as they struggle … [Read more...]
Stop Focusing On The Top Of The Pipeline! Posted on March, 2019
Virtually every sales person and organization have pipeline/funnel problems. … [Read more...]
Our Customers Include Microsoft, Google, Siemens.... Posted on February, 2019
Daily, I'm inundated with emails, InMails, phone calls from sales people trying … [Read more...]
First Impressions Count! Posted on February, 2019
One of the biggest issues we hear from everyone involved in sales and marketing … [Read more...]
Stop Chasing Customers You Can't Help! Posted on February, 2019
I'm often asked the fastest way to improve sales productivity. The answer is … [Read more...]
Stop Focusing On SAL's! Posted on February, 2019
SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
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