High Performance Mindset
Here is a universal question asked about Life at 1,000 Dials a Day: “Won’t all those dials chew up my lists?” The answer is, “No. Quite the opposite. Done right, more dials will heal, not harm, your lists?” How can…
One comment theme on my recent LinkedIn post, “If cold calling is dead, who got these results last Thursday?”, was sales rep burnout. Sure, 8 reps having 255 conversations with CIO/VP IT decision makers in 5.5 hours sounds great; and,…
ConnectAndSell delivers sales conversations very fast: numbers like 1,000 dials and 50 conversations per day are routine. This speed naturally triggers at least 10 of these questions: Won’t our reps get burned out talking to so many people? Won’t our…
Yesterday I got some very pointed, and welcome, feedback from Stan Fischer, my new friend in, and very much from, New York. Stan said that I have utterly failed to make a big deal out of the most important outcome…
"Management by Serving Suggestion" is a phrase that jumped off my tongue at the end of a visit to one of our customers, who will remain anonymous for obvious reasons. I was trying to capture what it was that bothered…
To conclude this four-part blog series on coaching, here's a step-by-step guide for using the "Coach by the Numbers" process to get each representative on your sales development team up to an optimal level of cold-calling success. Get rigorous about…
Conversations, like golf swings, come in distinct parts. For the golf swing, we have the setup; backswing; transition; downswing; impact; and follow-through. For sales development conversations, we have opening and agreement to engage; communicating value; offering the meeting; agreeing to…
The desire to coach sales reps has blossomed in the spring of 2016. At a recent American Association of Inside Sales Professionals conference in Denver, it seemed like every presentation — including mine — had something to do with coaching.…
Chris Beall, ConnectAndSell's CEO and most frequent blog-writer, is on the road all week and unable to post a new blog today. Instead, we thought you might enjoy an excerpt from a recent ConnectAndSell blog of his, "Whatever Happened to…
SaaS-only VC Jason Lemkin recently wrote on the SaaStr blog that SaaS founders should listen to him and to the original core message in the award-winning, bestselling book Predictable Revenue by Aaron Ross: “Invest in both inbound AND outbound sales…
