I’ve never been much of a script guy. In fact, you might say I’m an anti-script guy. I’ve been known to present to some pretty sizeable, and important, audiences with not only zero slides, but pretty much zero prep —…
In Part 1 of this two-part blog, I exposed two problems that can arise when a salesperson too quickly decides that a prospect is unqualified and not worth wasting time on: THE FALSE NEGATIVE PROBLEM A sales rep dismisses a…
In a narrow sense, the purpose of Sales as a function is to secure fresh revenue. It could be revenue from a new logo, a renewal, an upsell, or a cross-sell; but it is all just revenue, green and fresh…
ABE has emerged as a strategic weapon to personalize and coordinate sales and marketing efforts at targeted accounts versus the traditional demand generation model of casting a wide net. In case you aren't familiar with ABE, it’s an abbreviation for…
My professional universe is all about helping good salespeople have lots more conversations. The easy part is delivering the conversations. By letting a sales rep push a button and have a conversation with a decision maker in about 3 minutes,…
Here’s something I hear a few times every week: “I love the idea of my SDRs having 50 conversations a day. Let’s talk after I get my lists in shape.” Sounds logical, doesn’t it? After all, who wants to call…
It’s hard to get warm prospects out of a cold list. Putting the “not interested” prospects to the side, your sales development reps (SDRs) end up connecting with decision makers who are interested but too busy to talk or whose…
There’s something funny that happens when the venture money starts flowing, and something funnier that happens when it becomes a torrent: hiring lots of people becomes synonymous with business success. It even gets a special name: scaling. Not like “scaling…
So, what was it that caused the huge paradigm shift between the 1980s and now in the way B2B sales are conducted? It wasn’t caused by the internet and all its spawn — the web, blogs, email, sales and marketing…
So, did the internet and its websites, search engines, blogs, and social media really make us change the time-honored B2B sales process — you know, the one that involved salespeople having conversations with prospects — into this complicated combo of…