I Hired 9 AEs In < 3 Weeks!
Are you plagued with the lack of a plan to hire new Account Executives for your company? Do you have aggressive hiring goals for end of year as you head into 2014? As the VP of Corporate Sales for ConnectAndSell,…
Challenging a New Mindset in Sales
Brought to you by Guest Author, Jennifer Piehl, Sr. Account Executive at ConnectAndSell. Sales through relationships has long been touted as “the” way to make it in B to B sales. Develop a trust, we’re told, build a rapport, we’re…
Dreamforce: The Day After
325 Days, 0 hours, 49 minutes, and 57, 56, 55, 54 seconds until Dreamforce 2014! "The clock is ticking and as of now we are keeping score!" Top Gun Takeways for planning an even better Dreamforce 2014: If your product…
Dreamforce Day Four: “Wine Down”
For those of you who attended Dreamforce and left on Wednesday, bad move! Lessons to learn: 1. Day 4 at Dreamforce delivered the same number of booth visitors as every other day! 2. Sitting at the Marriott hotel taking advantage…
6 Steps to Maximize Lead Conversion Rates
Are you maximizing conversion of your leads? Step 1 - Put a spotlight on the reality of dials/lead, and see where your company stacks up. (Avg. is 1 - 2 dials/lead). Best in class is 9. Step 2 - Determine…
Serial Dialers vs. Parallel Dialers
If you are in technology sales and you haven't implemented a "dialer" application for your company, you should strongly consider one. Over the past 3 years, by leveraging a Power Dialer (+ Gamification, + Marketing Automation, + Social123.com), we've seen…
Gamification drives sales productivity
Are you considering implementing "gamification" at your company? Do you know what gamification is? And what it can do? Neither did I, until I researched it, implemented it, and saw a 200% increase in productivity over the past year! ga∙mi∙fi∙ca∙tion…
“You don’t get paid for close” in sales
A sales rep said on a forecast call that he was "close" to bringing a deal in. The SVP said, "you don't get paid for close in sales". How true this is. If I had a dollar for every time…
American Association of Inside Sales Professionals quarterly meeting — lessons from the pros!
At the 4th quarter Silicon Valley Chapter Meeting of the American Association of Inside Sales Professionals, Skip Miller, Author and Sales Trainer, reminded a roomful of 50+ Inside Sales Leaders & Sales Professionals some basic truths about selling. 1) Most…
Prospecting like fishing?
Ever gone deep sea fishing? Have you thought about the parallels between fishing and prospecting? After a four day trip to Alaska this week and 30+ hours on a charter boat, and over 225 pounds of fish (caught the limit…