Understanding the Sales Force
JUNE 20, 2023
Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.
No More Cold Calling
DECEMBER 7, 2017
CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Maybe they can even get referrals from those lost prospects. Convert prospects to clients well more than 50 percent of the time.
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Sales and Marketing Management
SEPTEMBER 14, 2017
SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. Sure, you may need to make a few tweaks here and there depending on the prospect, but most of a campaign remains intact. In the Event of….
MJ Hoffman
APRIL 22, 2019
She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. While a tactic or technique may have been very effective in 2010, 2012, or even 2016, technology, industries, jobs, and people change. Unfortunately, many start to believe there’s only one “recipe” for a good customer.
Sales Hacker
SEPTEMBER 11, 2020
Instead of asking, “ Who should I be prospecting into? ” Cast a wide net, and prospect into the entire team, not just C-suite and directors. RELATED: The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! Founded in 2010. Raised seed in 2010. Raised Series D in 2016. Sumo Logic.
CloserIQ
OCTOBER 10, 2018
Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. Founded 2010. Founded 2010. Founded 2016. Founded 2010. Founded 2010. Founded 2014. 51-100 employees. 107 million in funding. See open roles. See open roles. InsightSquared.
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. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.
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