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The Perfect List — A How-to Guide: Part 2

The Perfect List — A How-to Guide: Part 2

  • July 28, 2016
  • Chris Beall
  • Chris Beall, Coaching, Cold-calling lists, ConnectAndSell, Inside Sales Professionals, Sales

In Part 1 of this two-part blog post, why did I say, “Let your sales reps make perfect lists for you by letting them make perfect lists for themselves"? Because making perfect lists is easy if you start with any…

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One KPI To Rule Them All

One KPI to Rule Them All

  • July 21, 2016
  • Chris Beall
  • Chris Beall, ConnectAndSell, Fun Stuff, High Performance Mindset, Inside Sales Professionals, Sales

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…

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B2B: The Last Mile

B2B: The Last Mile

  • July 19, 2016
  • Chris Beall
  • Chris Beall, ConnectAndSell, Inside Sales Professionals, Sales

As the great philosopher Yogi Berra may have said, prediction is difficult, especially if it’s about the future. But I’m in the mood to try something difficult today, so here goes. First, a prediction about how consumers will buy in…

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Management By Serving Suggestion: How To Guarantee Sales Development Non-performance

Management by Serving Suggestion: How to Guarantee Sales Development Non-performance

  • July 12, 2016
  • Chris Beall
  • Chris Beall, Coaching, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

"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…

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Coach By The Numbers, Part 4

Coach by the Numbers, Part 4

  • July 7, 2016
  • Chris Beall
  • Chris Beall, Coaching, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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Coach By The Numbers, Part 3

Coach by the Numbers, Part 3

  • June 30, 2016
  • Chris Beall
  • Chris Beall, Coaching, ConnectAndSell, Inside Sales Professionals, Sales, Sales Management

To summarize, in reverse order, the content in Part 1 and Part 2 of this four-part blog series: Sales development conversations are like prize fights: you will never get to use your late-round skills if you are knocked out in…

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Coach By The Numbers, Part 2

Coach by the Numbers, Part 2

  • June 28, 2016
  • Chris Beall
  • Chris Beall, Coaching, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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Coach By The Numbers, Part 1

Coach by the Numbers, Part 1

  • June 23, 2016
  • Chris Beall
  • AA-ISP Colorado, Chris Beall, Coaching, ConnectAndSell, High Performance Mindset, Sales, Sales Management, Uncategorized

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.…

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Push A Button And It’s A Good Time To Sell

Push a Button and It’s a Good Time to Sell

  • June 21, 2016
  • Chris Beall
  • Chris Beall, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

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…

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Lemkin To SaaS Universe: Go Outbound Or Go Home

Lemkin to SaaS Universe: Go Outbound or Go Home

  • June 14, 2016
  • Chris Beall
  • Chris Beall, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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