Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

Pointclear

SEPTEMBER 29, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Click here for part 1 & part 2.). Less than 50 beds. 50-250 beds. 250-500 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ Instead of asking, “ Who should I be prospecting into? ” Begin with a search for accounts ( not leads ). Cast a wide net, and prospect into the entire team, not just C-suite and directors. Founded in 2010.

Outsourcing Services 79

Outsourcing Services Scale Vendor Pivotal 79

CloserIQ

OCTOBER 10, 2018

Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. They’ve worked with leading clients such as Twitter and Mercedes Benz. Founded 2015. Founded 2010. Founded 2010. Founded 2010. Founded 2014. 51-100 employees. See open roles.

Hiring 76

Hiring Company Policies Analytics 76

Sales Hacker

AUGUST 4, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. Matt is the founder and CEO of North 6th Agency (N6A), a leading brand communications agency based in New York City. It’s not 2015.

Outsourcing Services 107

Outsourcing Services Hiring Lead Rank How To 107

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. Voice Over Internet Protocol (VoIP) came into mainstream use between 2010 and 2016. Read: Lead Generation Through Virtual Events: Covid-19 Lessons.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147