Inside Sales Professionals
In Part 1 of this article, I took a shot at explaining unit economics for SaaS companies and drew the conclusion that there is only one question on the table: How fast can you improve your sales performance to bring…
I get asked this question a lot at conferences, usually by a sales development manager in the next seat as we listen to a tips and tricks presentation: “How long should it take to onboard an SDR?” My answer, usually…
In Part 1 of this two-part blog series, I laid out a five-sentence script that I recently prescribed for a CEO/Founder (C/F) of an early-stage company to help him set sales meetings with prospective customers. Now, here’s the breakdown of…
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…
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…
It's 10:16 AM on Friday, September 25th, 3 days before the end of Q3, 2015. I've just dialed into a phone bridge, loaded my list called "Whale Hunting" and clicked "GO" within the ConnectAndSell SaaS application, and I can't wait…
Thanks to Craig Rosenberg, Twitter handle: @funnelholic, Co-Founder of Topo for the idea for this blog post! How many SDRs does it take to deliver 12,904 dials in a day? ANSWER: It depends on who you ask! If you ask…
Are you tired of those posts that tell you the next "30 apps" you need to have to succeed in sales? Ugh! I know I am. I don't have time to learn 2-3 new apps, let alone 20, 30, 50, 100,…
“Hey, Jessica. Hope this message finds you well. I’m just checking in to see where you are on your discussion with this quote.” “Hey, Jessica. Hope you’re doing well. I’m just checking in to see how things are going.” “Hey,…