Score More Sales

SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. You need to jar your buyers into attention by crafting well-written messages that stand out. That means that old-fashioned cold calling is not effective.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

ROI4Sales

APRIL 17, 2017

We don’t say that reps are “sales trained” – for all you English majors – we use the present participle form and refer to it as “sales training.” And for a good reason: sales training must be a continuous process if you are going to be successful in today’s B2B sales environment. Sound familiar?

Training 71

Training Hiring Journal Education 71

Sales Hacker

JUNE 27, 2018

At one point in my career, I was handed a MEGA enterprise account from an inside sales team under the premise of having “the best and biggest accounts with the best salespeople.”. There are so few people who actually do this and it’s magnetic as a buyer when you find someone who does. Be helpful and they will remember you.

How To 68

How To Fashion Relationals Follow-up 68

A Sales Guy

SEPTEMBER 15, 2016

The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related. This list is all sales books. A lot has changed in the sales world in the last 13 years. This updated list is a little different.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

A Sales Guy

SEPTEMBER 15, 2016

The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related. This list is all sales books. A lot has changed in the sales world in the last 13 years. This updated list is a little different.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

Gong.io

NOVEMBER 25, 2019

If you think about most sales frontline managers, they’re promoted reps. Most companies don’t invest a lot in training them on how to be leaders, and teaching other people who might have different backgrounds, different strengths, at how to actually do what they’re good at. Or, “I’ll just put in a training program.”

Revenue 71

Revenue Lead Rank Lead Scoring Scale 71

Tony Hughes

MARCH 4, 2018

With advanced stealth B2B technologies I'm aware of right now, essentially one person can do the work of an entire traditional inside sales team of 50 and the CEO can just fly in and seal the deal. Since these deals are less common, there is more competition for them which causes enterprise sales people to be even more valuable.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68