Alice Heiman

AUGUST 30, 2023

In a value-packed conversation with Lori Richardson, a renowned sales strategy expert and founder of Score More Sales, we dive into the crucial factors that contribute to building peak performing sales teams. But what do you do when sales are stagnant and results fall short of expectations?

Hiring 75

Hiring Scale Sales Talent LinkedIn 75

No More Cold Calling

SEPTEMBER 30, 2011

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Build new alliances or alternate distribution channels. Start the conversation, finish ahead. What business are you in?

Referrals 240

Referrals Hiring Decision Maker Social Media 240

Jeff Davis

MARCH 13, 2018

Messaging - How do we speak the language of our customers so that it is easier to connect with them and start a conversation? Market Intelligence - How can we empower our sales people to have higher-value conversations with prospects that position them as a strategic advisor rather than just a sales rep?

Top of Funnel 75

Top of Funnel Lead Rank Lead Gen Revenue 75

LeadFuze

JANUARY 1, 2022

SkyStream had to diversify its business when the “bubble” burst in 2002. Step 4: Decide which channels to reach your target customers. Other channels include door-to-door salesmen or direct partners. To find the best channels for your business, ask yourself these questions:What is my target customer?

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Sales Hacker

MARCH 2, 2021

Now for some other great sales ideas in my conversation with Michelle Benfer. Michelle Benfer: I started in media in 2002, and I started in SaaS in 2013. We have a partner channel and we knew that our partners might get hit pretty quickly. Great conversation with Michelle Benfer. Head to outreach.io/onoutreach

Hubspot 59

Hubspot Lead Rank Media Lead Scoring 59

SalesLoft

SEPTEMBER 17, 2019

” I remember the 2002 Dot Com bubble, where there were a bunch of companies that went out of business because they didn’t have any profits. What can we do with channels? Can we leverage indirect channels? We swore we’d never get fooled by that again. Can we use telesales more effectively?

Hiring 40

Hiring Scale Quota Call-back 40

Sales Hacker

SEPTEMBER 23, 2019

Kevin Egan: Between Oracle and Salesforce, I had a couple stops, but I got to Salesforce in 2002. Channels and partners: They generate demand by discussing your solution and recommending your solution to their customers. Sam Jacobs: So what year did you get to Salesforce? Why You Must Lead With Product. Boom, there I go.

Lead Rank 52

Lead Rank Hiring Oracle SalesForce 52