John Barrows

OCTOBER 31, 2018

Alex Cora, the Red Sox manager won a World Series as a player with Boston in 2007 and as a coach with Houston in 2017. Maybe it doesn’t make financial sense to jump on a plane and meet with one prospect face-to-face when you could have had 12 calls with other prospects. Gut Instinct from Experience Will Win It.

Face-to-face 112

Face-to-face Cold Calling Call-back Discount 112

Nutshell

JANUARY 28, 2019

The day after winning Super Bowl LI in February 2017, Bill Belichick gave a quote to reporters that sums up his character better than anything: “As great as today is, in all honesty, we’re five weeks behind 30 teams in the league in preparing for the 2017 season.” He treats star players and rookies the same.

Coaching 79

Coaching How To Face-to-face Data 79

DiscoverOrg Sales

JANUARY 25, 2018

DiscoverOrg’s CEO has led the company for a decade – since its creation in 2007. What started as a couple of college friends with an idea has grown over the years from 4 employees, to 20, to over 500 as of this writing – with revenue growth of over 50% from 2016 to 2017. As a business grows, the role of the CEO changes.

Scale 113

Scale Hiring Epiphany System 113

Sales Hacker

FEBRUARY 11, 2019

DiscoverOrg, a best-in-class B2B contact database founded in 2007, acquired Zoominfo, another best-in-class B2B contact database which was founded in 2000, in early February. A few months ago we wrote about Zoominfo’s acquisition of Datanyze in an effort to strengthen its sales intelligence engine. Image source: here ). Embrace the evolution!

Lead Rank 55

Lead Rank Top of Funnel Lead Scoring Face-to-face 55

SugarCRM

JANUARY 10, 2018

Instead, she stayed true to herself and did what many aspiring artists facing rejection do today: took her music directly to her fans via the Internet. As of November 2017, she had over 10 million subscribers and over 1.7 You need to be in a group. … What you’re doing is not enough to fill a theater in Vegas.” – Sharon Osbourne.

Film 45

Film Distribution SugarCRM Video 45

Sales Hacker

DECEMBER 9, 2019

Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. What I found was shocking! Anchor the Sale in the Why. Prepare to Win a Million Dollars.

Research 81

Research B2B Negotiation Lead Rank 81

The Bridge Group

MAY 12, 2017

It was a problem in 1997, 2007, and most assuredly is still a problem in 2017. Call avoidance. Today, sales leaders are battling rep reluctance, generational preference, and vendor “thought leadership” blasting the phone as antiquated. This is both an easy sell and entirely wrongheaded. Let me save you a click and offer my rebuttal.

Call-back 35

Call-back Fashion Face-to-face Channels 35