Chris Beall
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…
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…
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…
In Part 1 of this blog series, I wrote that “Almost every acquisition fails to achieve its goals as laid out at the time someone decided it was a great idea,” and ended with the questions, “Can this sad story…
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.…
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…
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.…
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…
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…
