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Sales Management

Sales Management

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In B2B, It’s Dominate Or Die

In B2B, It’s Dominate or Die

  • March 6, 2020
  • Chris Beall
  • Chris Beall, ConnectAndSell, Sales, Sales Management

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…

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Sales Development: A Cryptic Weapon For Dominating Markets

Sales Development: A Cryptic Weapon for Dominating Markets

  • March 6, 2020
  • Chris Beall
  • Chris Beall, ConnectAndSell, Sales, Sales Management

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…

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Part 2 — Sales As Strategy: A Radical Proposal For Rethinking Corporate Evolution

Part 2 — Sales as Strategy: A Radical Proposal for Rethinking Corporate Evolution

  • December 12, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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The Rapport Equation

The Rapport Equation

  • November 21, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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Part 2: One Constraint To Rule Them All

Part 2: One Constraint to Rule Them All

  • November 16, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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Part 1: One Constraint To Rule Them All

Part 1: One Constraint to Rule Them All

  • November 14, 2017
  • Chris Beall
  • Chris Beall, Cold calling, Cold-calling lists, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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The Golden Rule Of Sales — Follow Up!

The Golden Rule of Sales — Follow Up!

  • November 9, 2017
  • Chris Beall
  • Chris Beall, Cold calling, High Performance Mindset, Inside Sales Professionals, Sales Management

Let's imagine you own a gold mine. For years, you've been walking into a dark hole in the ground, using your headlamp to follow a promising vein of gold-rich quartz, and using your pick and then a shovel to fill…

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Part 5: Can B2B Sales Be Industrialized?

Part 5: Can B2B Sales Be Industrialized?

  • November 6, 2017
  • Chris Beall
  • Chris Beall, Cold calling, Cold-calling lists, ConnectAndSell, Inside Sales Professionals, Sales, Sales Management

Part 4 of this series focused on the possibility of industrializing the top of the sales funnel. The question has been raised: “Why just the top of the funnel?” After all, if we don’t close more deals and dollars, have…

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Part 2: Can B2B Sales Be Industrialized?

Part 2: Can B2B Sales Be Industrialized?

  • June 28, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Sales Management, Uncategorized

In Part 1 of this series, I disposed of the idea that B2B sales has already been industrialized by the widespread adoption of the sales development model. Let’s suspend the question of whether B2B sales can be industrialized and ask,…

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Part 1: Can B2B Sales Be Industrialized?

Part 1: Can B2B Sales Be Industrialized?

  • May 27, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

I find myself using the phrase “the industrialization of sales” a lot recently — and overconfidently, it turns out. The meaning seemed obvious to me, and I naively thought it must be in common use, until I googled “industrialization of…

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