Commute Costs and Savings Analysis
Sometimes on Saturday morning, I wake up with something bothering me. Today it was "Why does everyone seem to think we are on the edge of an economic disaster when it's obvious to me that a big chunk of our…
Beware the Chasm: A Hall of Mirrors Filled with the Disappointed Dead
It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in Geoffrey Moore’s classic book, Crossing the Chasm, and…
Relative Efficiency and Effectiveness of Cold vs. Follow-Up Calls
Overview: In December 2017, ConnectAndSell conducted a comprehensive retrospective study on follow-up B2B telephone calling, comparing the efficiency and effectiveness of two basic calling scenarios: Cold calling — having initial conversations with prospects chosen for a combination of company characteristics…
Part 2: Can B2B Sales Be Industrialized?
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,…
Coach by the Numbers, Part 1
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.…
Accelerate! Podcast With Chris Beall!
“Join me now on Andy Paul's podcast, Accelerate! Click here http://bit.ly/1VGUL2c to download and listen. Andy and I have a great conversation about how companies must be proactive in developing new prospects and how they must also use technology like…
CFOs Looking to Optimize Sales & Marketing Spend?
STOP BURNING YOUR MARKETING $$$'s SPENT! STOP! This week, I had the privilege of plugging in a company called INSIGHTSQUARED into SalesForce.com and discovered a lot of insights. Once a Rep talks to a lead, if the initial deal is signed in…
A Reminder About Perspective At The U2 Concert in Denver, Colorado
On June 6th and June 7th, it was a privilege to attend U2's Innocence to Experience tour 2015! Mike O'Neil, an avid rock show attendee made sure to share his best practices with me: 1) Wear a shirt that is…
One “Tweet Jam” You Don’t Want To Miss TODAY at 11am PST!
Ever participated in a "Tweet Jam"? If not, you should today at 11am PST, 2pm EST. What is a Tweet Jam? See below definition... Why participate? Because 35 sales experts will be weighing in on their own sales hacks that…
#SaveTheB2BSalesRep
On May 14th, 2015, in Nashville, TN at the Gaylord Opryland Resort & Convention Center, at the Sirius Decisions Conference, Marisa Kopec and Jennifer Ross made the single most important presentation of 2015 so far, and perhaps the most important presentation…
