High Performance Mindset
The Sales Development Podcast is a place for practitioners in the trenches getting it done every day, whether they are called SDRs, BDRs, ADR's or others, its the team charged with creating pipeline out of inbound lead activities and outbound…
Chris knows that sales is crucial to growth for merchant service businesses and fintechs. Technology and effective sales strategy can make a huge difference. Scott Hawskworth invited him on to talk about this topic. To listen to more episodes from…
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 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.…
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…
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…
