Prospects always say "price," but it usually ISN'T the real reason they don't buy. They usually don't want to buy for some other reason. Here's how to find those reasons: 1. Think Back to Your Conversation... Or hopefully you have…
According to the Lead Response Management Study, leads called in < 5 minutes are far more likely to convert to an opportunity! By calling leads in under 5 minutes, you can expect a 100X increase in contact rate, and a 21X increase in qualification.
On May 14th, 2015, in Nashville, TN at the Gaylord Opryland Resort & Convention Center, at the Sirius Decisions Conference, Marisa Kopec and Jennifer Ross made the single most important presentation of 2015 so far, and perhaps the most important presentation…
Basketball legend Michael Jordan always wore his North Carolina shorts under his Chicago Bulls uniform. The sometimes controversial David Beckham would throw away one can of Diet Pepsi if he had 3 because he liked even numbers. Wade Boggs, a…
Craig Rosenberg needs your help! TOPO is performing the annual sales development technology survey and want to hear from the sales development community. If you have 5 minutes, please do this quick survey and pass along to people you know. We will share with you a version of the report in…
Advanced Sales Acceleration, with Predictive Analytics, and Artificial Intelligence? Why is this the second technology for a Sales Leader today?
In 2013, Chris Beall was asked to step in as Chief Marketing Officer of ConnectAndSell. So he caught a plane to Arizona and attended the Sirius Decisions conference. The biggest takeaway he says was from Jason Hekl, "whoever can figure out…
Does this happen ever happen to you: You spent precious hours preparing for your big presentation. You felt totally relaxed...until a couple hours before the scheduled time. Your shoulders started to tense up. You notice the same in your neck.…
What works better than starting your sales call off with a real bang? Like being super relevant to the prospect on the other end of the line? If you can find something better, I'd like to see it! But if…
"Hey Chad, John Jackson here. Did I catch you at an ok time?" ANSWER: "Hey John, we're still not ready yet, but check back with me in a quarter." This all too familiar cat and mouse game is very often dropped…
