Sales 2.0

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Grandma in the elevator (GPT version)

Sales 2.0

It can happen in an elevator, or at a networking event, or when you write a prospecting email. You need to say what you do. Unfortunately, what many people say, especially if they work with tech, does not mean much to the listener, or it sends the other person into a mild snooze. Here are some tips to change that. How do you help people? I think Aaron Ross nailed it.

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Reps need to self-source leads

Sales 2.0

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) or inbound via the efforts of their marketing department. This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks.

Lead Rank 195
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The Money’s in the List

Sales 2.0

“The money is in the list” is an old direct marketing adage going way back to the development of the envelope. Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. Cherry Garcia not vanilla As I’m sure you’ve seen at least a few dozen times in your inbox there are plenty of people out there that want to sell you a list.

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Lost in the CRM forest?

Sales 2.0

I had a conversation this week with a business owner about how to improve their CRM data. It’s a conversation I’ve had many times over the years. It’s not that this business needs more data in its CRM or is missing an important prospect list. The CRM in question has plenty of contacts and accounts–think nearly a hundred thousand contacts. It’s that with this huge list of potential customers, the business is not actually easily able to sell.

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Sales climate warming?

Sales 2.0

We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling. Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. But as more and more salespeople use these tools, buyers have become inundated with low value communication.

Lead Rank 195
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AI Oil

Sales 2.0

Data has been called the “new oil” because of its value to today’s computer systems. When it comes to AI, data is critical. AI needs huge amounts of data for training. Essentially ChatGPT is now giving us access to a portion of the knowledge out there on the Internet (which is a lot—at least 1,200 petabytes.) For many of us our focus over the last several months has been how to develop the best prompts to get the best responses from ChatGPT.

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Will you trust “her”?

Sales 2.0

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). The film predates the “coming out” of ChatGPT by a decade but surfaces some of the behavior that apparently is already happening on certain online dating sites.

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