Sales 2.0

SEPTEMBER 25, 2019

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). In my opinion we’ve come a long way since 2006 but we still have a long way to go. In 2018, as in the previous decades, only half of sales people made their quota, 54.3% Back in 2006, I came up with a framework for prospecting/getting a meeting.

Quota 170

Quota Call-back Small Business Small Business 170

SalesforLife

MAY 13, 2019

In the late 1990s and early 2000s, reps were heavily required to pick up the phone and cold call (no research, no value) prospects, as marketing leads were not very targeted or qualified. 2006-2014: The Portable Sales Era. 2006 - BlackBerry was known as ‘CrackBerry’ in slang, precisely due to its addictiveness.

Policies 73

Policies ACT Hiring Face-to-face 73

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Author : Keenan Published: December 3, 2018. Who should read this : For inside sales professionals that do a lot outbound prospecting. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. My first book— No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dus t —was published in 2006 by Warner Books. But most of my client engagements were in-person until 2018.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Hubspot Sales

AUGUST 2, 2018

Pursuit of Happyness (2006). Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective. Pursuit of Happyness (2006). Death of a Salesman (1982). Seize The Day (1986). Baby Boom (1987). Tin Men (1987). Glengarry Glen Ross (1992). Tommy Boy (1995).

Film 111

Film Epiphany Insurance Insurance 111

Sales Hacker

OCTOBER 5, 2018

I joined the ranks of Prime Point Media in 2006 selling national accounts, and by 2008 I had built the entire Midwest territory. RELATED: Sales in 2018 is Different: This is How You Should Adapt. My answer to all of the above was ‘yes.’ I have achieved the dream many have of becoming a Sales VP by a 30-in fact before I was 30.

Hiring 69

Hiring How To Lead Rank Lead Scoring 69

Sales Hacker

OCTOBER 21, 2019

Lastly, never underestimate the power of building a rapport with your prospects and customers. I feel like I’ve been in and around sales since I was a kid, but my first real ”sales” job was while I was in college, back in 2006. When I’m prospecting and doing admin work, I gotta have a few great tunes to keep me pumped up!

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90