Sales 2.0

JULY 8, 2022

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. I used to work for a major semiconductor manufacturer. It can be a critical step in filling your sales pipeline with great opportunities.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Partners in Excellence

MARCH 7, 2024

Preface : I first met Keith Bossey about 15 years ago. He read that I was planning to be in Manhattan for meetings and suggested dinner at one of our favorite Steakhouses. One of his statements particularly strikes me: “Lots of folks have a negative view of the sales profession, and I even see it in my kids.

Social Media 68

Social Media Analytics Consumer Research 68

Alice Heiman

JANUARY 6, 2023

Looking forward to 2023, I have every reason to be optimistic and will stay focused on the positive things. I read at least one book a month and this past year so many important books on selling were published. As Anthony Iannarino points out, it’s time to unlearn much of the sales methodology that worked 10 years ago.

Lead Rank 138

Lead Rank Sales Methodology Promotion Quota 138

Bernadette McClelland

AUGUST 21, 2022

I totally resonated with the last few words famously quoted by former Baseball Hall of Famer, Hank Aaron. Not having picked up my golf clubs for quite a few years, I wanted those statistics to change. ’ I muttered, ‘Not again!’ It took one afternoon on the golf course.”. And missed again! ‘Dammit!’

Course 195

Course Sales Leadership Outbound Pipeline 195

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” So far, I have 51 stories (not all have been published yet). I will probably cap this at about 100 stories. But I wanted to do an interim analysis of the stories.

Analysis 113

Analysis Motivation Education Influencer 113

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? You’re probably wondering: why Tokyo?

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

DiscoverOrg Sales

AUGUST 29, 2017

This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing. Why did I do this? It wasn’t us and them.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

AUGUST 16, 2017

This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Read on: This 5 sentence “foot-in-the-door” email helped Jeremy Chatelaine, founder of Quickmail.io , and I land 19 meetings with startup founders in Tokyo in just 10 days. Well, there’s 2 reasons.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

JANUARY 22, 2018

My love of all things college football comes in handy – even when it’s not football season. I consistently gets a response rate of 60% – and an engagement rate of 80%. That’s the value proposition I need to convey in my email. But I also need a hook. The results speak for themselves. Longhorns Basketball).

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Bernadette McClelland

MARCH 18, 2018

I had not long gone through a divorce that was quite harrowing and confusing. I was a single mum to a one year old baby girl and had also not long been given a sales trainee role under sufferance, instantly recognising deep down inside, that a huge alignment piece to this jigsaw I had wanted to lay out in front of me, was missing.

Jigsaw 329

Jigsaw Lead Rank Sales Leadership Coaching 329

Sales 2.0

OCTOBER 27, 2018

I am the Chairman Emeritus of the Wharton Club of New York. Over the years these titles have been very useful for my various business and sales endeavors. How did I achieve securing these positions? Mostly I went to the school and I volunteered to take on a position in the alumni club.

Scale 240

Scale Social Media Networking Positioning 240

Vengreso

SEPTEMBER 1, 2020

I know it has happened to me. This is especially important if you are going to have a call or a virtual meeting while sales prospecting — you’d want to get their names right. And that’s one of the reasons I love the new LinkedIn name pronunciation feature. What is the LinkedIn Name Pronunciation Feature?

LinkedIn 133

LinkedIn Prospecting Ideal Customer Profile How To 133

Alice Heiman

APRIL 14, 2021

More often than not , sales and marketing efforts are centered around customer acquisition. So why not focus on customer retention? . The primary reason is market share or market dominance. Since most companies want to do both , acquire and retain customers, why not use one to do the other. .

Retention 143

Retention Account Customer Referrals 143

criteria for success

JUNE 14, 2022

Motivational Sales Quotes. Are you looking for some motivational sales quotes to inspire your sales team? We’ve put together a list of 15 motivational sales quotes from professional sales trainers, speakers, and authors. All of the motivational sales quotes in this post are shareable via social media!

Motivation 98

Motivation Social Media Influencer eBook 98

Sales and Marketing Management

SEPTEMBER 17, 2018

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. So why not use email to open the door? Although many sales emails are quickly zapped into electronic junkyards, some companies are highly successful in implementing cold email campaigns. Keep it Short .

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Understanding the Sales Force

AUGUST 13, 2014

Understanding the Sales Force by Dave Kurlan. Earlier this week, I wrote the "Get Your Butt Out of Your Head" article. At that same tournament, I heard an even funnier story from its director. Would you like to know why? To help you understand why, take a look inside your junk or spam folder.

Hotels 328

Hotels Call-back Banking Sales Qualified Lead 328

Product Management University

FEBRUARY 12, 2024

It’ll do wonders for the sales pipeline and the results will show in your product revenue numbers. Be a Positive Person That Salespeople Love To Work With There’s a lot to unpack here, but DO NOT interpret this as “do whatever sales asks.” I came into a product marketing role from pre-sales.

Marketing 59

Marketing How To Segment Scale 59

Anthony Cole Training

AUGUST 27, 2014

I think my dad would have been a good sales manager, not a great one, a good one. I still miss him. I was coaching a sales professional the other day when I thought about my dad and the “words of wisdom” I learned from him. I think this is very wise. Why aren’t they learning the lesson?

Hiring 179

Hiring Decision Maker eBook Proposal 179

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. (If

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Industry Face-to-face Education 52

Sales Hacker

APRIL 18, 2023

Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020.

Video 78

Video Hiring Follow-up Lead Rank 78

The Pipeline

JUNE 30, 2016

In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . An effective follow-up strategy gets a sales deal out of the black hole and back on into the light (the sales process).

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

Partners in Excellence

MARCH 1, 2023

Consultants, like me, market researchers, and technology vendors love normal distribution charts. For example, when we look at very large organizations, let’s say 1000 sales people. For example, sales enablement or sales ops looking at how to drive performance improvements across the whole organization.

Distribution 62

Distribution Analysis Maximizer Vendor 62

Smooth Sale

JANUARY 30, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Realize All We Desire Requires Selling Note: Brandon Bornancin, Author of the Ultimate Guide to Breaking Into Tech Sales and Founder/CEO of Seamless.AI Bornancin provides essential sales know-how to achieve the position you desire in addition to achieving your goals.

Hiring 78

Hiring Influencer Maximizer Salary 78

DiscoverOrg Sales

JUNE 6, 2017

The debate within sales right now is whether cold-calling works. As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. If I really wanted to catch people’s attention, I would drive around my mom’s brand-new 3-series convertible BMW.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

SBI Growth

NOVEMBER 28, 2012

“I just don’t know how to motivate them”, the head of Account Management complained. I can’t figure it out.”. The top reasons reps voluntarily leave a company (in order) are: Conflicts with Management (or management style). The previous 2 days I had sat with eight of this manager’s reps. I need them to hit the phones.

Inside Sales 276

Inside Sales Hiring Territories Call-back 276

Salesmate

AUGUST 6, 2021

The fact was revealed that it takes about 10 months or more for a new sales rep to become fully productive. . So, if you are a sales rep, how do you stay on top of your tasks and crush your sales quotas at the same time? Well, if you do not know the right way, that’s something I can definitely help you with!

CRM 98

CRM Field Sales Quota Follow-up 98

Sales Hacker

AUGUST 24, 2022

I know, it’s hard to look at your heaping to-do list and add “give back today” to the pile. I’ll explain how — then dive into the 10 ways sales pros can give back. Why sales professionals should give back. I’ve always been intrinsically motivated by helping others. How do I scale my success?”

Nonprofit 91

Nonprofit Networking Ideal Customer Profile Scale 91

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

Trinity Perspectives

JULY 20, 2021

I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram , coming in at number 86 this time. I tend to write the way I speak, try to avoid jargon, acronyms or bland statements and inject some humour where I can.

LinkedIn 62

LinkedIn Lead Rank Lead Scoring Follow-up 62

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Competition 107

Competition Customer Buying Cycle Vendor 107

Trinity Perspectives

JULY 6, 2021

I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram , coming in at number 86 this time. I tend to write the way I speak, try to avoid jargon, acronyms or bland statements and inject some humour where I can.

LinkedIn 62

LinkedIn Lead Rank Lead Scoring Follow-up 62

Nutshell

OCTOBER 29, 2017

Considering that Salesforce can cost tens of thousands of dollars in technical setup and development before your reps even start selling, our best advice to sales teams is don’t get involved with it in the first place. Reason #1: “Transferring our CRM data to a new system will take too long.”. Reason #3: “My team is used to it.”.

SalesForce 117

SalesForce CRM Comparison Scale 117

Chorus.ai

APRIL 11, 2022

Sutton started his career with Daimler Truck, where he spent more than 10 years wrangling complicated supply chains, overseeing technology spending, and yes, even helping build a semi truck factory in Mexico. I’ve loved puzzles my whole life. Today, Sutton is the vice president of revenue operations at ZoomInfo.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What Is A BASHO Email?

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Sales Hacker

FEBRUARY 14, 2020

With over 660 million members , LinkedIn is undoubtedly one of the most relevant social platforms for sales professionals. By now, most sales professionals know that social media is an increasingly important component of an effective sales strategy. I can’t stress this enough. Go through your last 10 LinkedIn posts.

Social Selling 117

Social Selling LinkedIn Strategy Top of Funnel 117