Anthony Cole Training

DECEMBER 3, 2013

Think of working with the process like you would work on a jigsaw puzzle. An important thing to consider when hiring better sales people is how much time they will need to spend on the phone either prospecting or selling. If your sales people have to get past gatekeepers, make the candidates get past your gatekeeper.

Hiring 168

Hiring Gatekeeper Jigsaw Face-to-face 168

HeavyHitter Sales

JUNE 1, 2010

I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology:   ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Don't forget to use Jigsaw for cold calling.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Overdrive

JUNE 22, 2012

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. An alternative to buying a list is building one.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20