are-we-having-the-right-conversations 
Partners in Excellence
SEPTEMBER 13, 2021
We’ve been talking for several months about how to improve his prospecting. In our last discussion, he said, “Things have changed completely, I’m now having the right conversations with my prospects!” The problem is we usually focus on our agenda, the things we want to talk about.
Understanding the Sales Force
JANUARY 22, 2024
Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago? If you have a scorecard in your head, it is probably giving you a score of close to 100. Last week, I had a conversation like that.
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Sales 2.0
MARCH 6, 2024
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. It’s time for the dreaded cold call!
Sales 2.0
JANUARY 25, 2024
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.
Sales 2.0
APRIL 8, 2024
I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? Once you have a sense of how important the account is, you will have a better sense of how much to invest in getting a meeting there.
No More Cold Calling
FEBRUARY 1, 2024
And why does taking these conversations offline give your sales team a competitive advantage? You must have a strong enough relationship to feel confident that this person will follow through, earn the prospect’s trust, and take care of your contact just as you would. You have no clue about the connection.
Mr. Inside Sales
AUGUST 18, 2023
Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Here’s what not to do: DON’T open your conversation with, “How are you?”—if if you haven’t even introduced yourself!
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