Adopting a "conversation first" go-to-market strategy is more than just cold calling. The concept is simple: Instead of merely sending email after email, hoping your sequence, cadence, or clever subject lines will rise above the digital noise, use ConnectAndSell Lightning…
Scott Hawksworth, sales and marketing director at Soar Payments, begins this podcast interview with Chris Beall, CEO of ConnectAndSell, with this observation: “Sales isn’t easy to do, no matter how good you are at it.” Chris agrees, but then explains…
Sometimes on Saturday morning, I wake up with something bothering me. Today it was "Why does everyone seem to think we are on the edge of an economic disaster when it's obvious to me that a big chunk of our…
I typically advise entrepreneurs to avoid taking VC money if at all possible. The reason is simple: when push comes to shove – and push always comes to shove at some point – you will discover that you and your…
In this most recent issue of the podcast, Market Dominance Guys, ConnectAndSell's CEO, Chris Beall, and his co host, Corey Frank, talked about where you are — in flow, stuck, or waiting. When it comes to business analysis, Chris leans…
It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in Geoffrey Moore’s classic book, Crossing the Chasm, and…
B2B companies don't seem to last long these days for two simple reasons: It keeps getting easier, faster, and cheaper to attack incumbents with new offerings -- a consequence of Marc Andreeson's prescient claim that "software is eating the world."The…
The B2B sales development rep, commonly referred to as an SDR, is generally considered to fulfill two functions for a growing company: To create new opportunities, usually in the form of scheduled meetings with the right people in targeted market…
Overview: In December 2017, ConnectAndSell conducted a comprehensive retrospective study on follow-up B2B telephone calling, comparing the efficiency and effectiveness of two basic calling scenarios: Cold calling — having initial conversations with prospects chosen for a combination of company characteristics…
In an acquisition, cross-selling both companies’ products is essential to achieving the hypothesis for success upon which any merger is based. This plan sounds simple; however, due to the structure of traditional sales (territories, measurement of results, lengthy timelines), the…
