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1 + 1 = Sales Magic

1 + 1 = Sales Magic

  • December 7, 2017
  • Chris Beall
  • Chris Beall, High Performance Mindset, Inside Sales Professionals, Sales

There’s a debate in sales that never seems to die down. Should we call? Or email? Or do social? In response, I wrote a tongue-in-cheek article that compared phone hounds to dogs and email/social aficionados to cats.  They both hunt.…

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Part 1 — Sales As Strategy: A Radical Proposal For Rethinking Corporate Evolution

Part 1 — Sales as Strategy: A Radical Proposal for Rethinking Corporate Evolution

  • December 5, 2017
  • Chris Beall
  • Chris Beall, ConnectAndSell, Inside Sales Professionals, Sales, Some Advice

Sales is the stepchild of business. That’s why it’s the “S” lumped in with “G&A” on so many financial reporting structures. Given the obvious importance of sales, why is this? It’s simple, really. Businesses are generally conceived of as static…

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A Recipe For Disaster…Avoidance

A Recipe for Disaster…Avoidance

  • November 28, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

How to eliminate the #1 risk of B2B startups in 7 easy steps: Step 1: 30 minutes Craft a breakthrough script using plain language. (See https://www.linkedin.com/pulse/five-sentences-change-your-life-part-1-chris-beall/) Step 2: 30 minutes Buy a list of 1,000 hypothetical decision makers from ZoomInfo.…

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The Rapport Equation

The Rapport Equation

  • November 21, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

In sales, we have long had the notion of a territory, granted as a kind of fiefdom to a salesperson willing to mine it for us. The notion is fundamentally feudal, but still congenial for a certain type of person…

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Part 2: One Constraint To Rule Them All

Part 2: One Constraint to Rule Them All

  • November 16, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

In Part 1 of this two-part blog series, I made the claim that sales headcount is not a growth constraint for most B2B companies. This claim must, of course, be wrong. How do I know I’m wrong? Because the entire…

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Part 1: One Constraint To Rule Them All

Part 1: One Constraint to Rule Them All

  • November 14, 2017
  • Chris Beall
  • Chris Beall, Cold calling, Cold-calling lists, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

While there is variety in the business-to-consumer world, it is nothing compared to B2B. The reason is that there are only so many kinds of human consumers (I’ll leave our cats, dogs, pigs, and weasels out of this one!) constrained…

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The Golden Rule Of Sales — Follow Up!

The Golden Rule of Sales — Follow Up!

  • November 9, 2017
  • Chris Beall
  • Chris Beall, Cold calling, High Performance Mindset, Inside Sales Professionals, Sales Management

Let's imagine you own a gold mine. For years, you've been walking into a dark hole in the ground, using your headlamp to follow a promising vein of gold-rich quartz, and using your pick and then a shovel to fill…

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Part 5: Can B2B Sales Be Industrialized?

Part 5: Can B2B Sales Be Industrialized?

  • November 6, 2017
  • Chris Beall
  • Chris Beall, Cold calling, Cold-calling lists, ConnectAndSell, Inside Sales Professionals, Sales, Sales Management

Part 4 of this series focused on the possibility of industrializing the top of the sales funnel. The question has been raised: “Why just the top of the funnel?” After all, if we don’t close more deals and dollars, have…

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Part 4: Can B2B Sales Be Industrialized?

Part 4: Can B2B Sales Be Industrialized?

  • August 9, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

As we left Part 3 of this series, I promised to lay out the parameters to answer the question, “Is it possible to industrialize the top of the funnel?” Let’s dissect! The first industrialization question is “Can we obtain needed…

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Part 3: Can B2B Sales Be Industrialized?

Part 3: Can B2B Sales Be Industrialized?

  • July 25, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

I concluded Part 2 of this blog series with a promise to look at the top of the funnel as a candidate for industrializing sales. The reason for doing this is two-fold: Changing an entire company is hard enough when…

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