No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. It’s not 2002 and 2003, or 2008 and 2009. The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.”.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

SalesLoft

SEPTEMBER 17, 2019

Why is quota attainment lower now that it was in 2009 at the bottom of the recession? Similarly, today, you’ve got a generation of CFOs and CEOs that led companies through the 2009 recession, who are reporting results to Wall Street. Why do engineers make good salespeople? Hint: it’s not cut costs.) . That’s disturbing.

Hiring 40

Hiring Scale Quota Call-back 40

Insight Demand

MARCH 31, 2017

Using customer scenarios/stories works for precisely the same reasons that flight simulators are better for pilot training than stacks of instructional cue cards. In fact, the shift in pilot training from deliberate to simulate was one of the reasons why the number of accidents due to poor decision making declined by 71% in the 1990s. [ix]

Transportation 20

Transportation Study Journal System 20

Hubspot Sales

AUGUST 2, 2018

The Goods: Live Hard, Sell Hard (2009). Charged by his firm with training a younger replacement, an unlikely friendship develops between the cross-generational partners, culminating in their unexpected visit to a rundown massage parlor, where a second chance at love just might await our widowed hero. Moneyball (2011). Joy (2015).

Film 111

Film Epiphany Insurance Insurance 111

LeadFuze

AUGUST 5, 2021

5 Best Sales Role Play Scenarios to Train Your New Hires. +24 John was a keynote speaker at this year’s Rainmaker Conference , and is known for his dynamic sales training strategies, as well as his 12 Guiding Principles to Success in Sales, Business and Life. Blogger Blurb: I train salespeople for the world’s leading companies.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98