Sales 2.0

SEPTEMBER 6, 2022

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection. Account Strategy.

Referrals 195

Referrals Demographics Account Competition 195

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf. Agile Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Nutshell

OCTOBER 26, 2019

At the most basic level, sales development representatives (SDRs) are responsible for booking meetings or appointments for the account executives. Note: The term “SDR” is more common in inbound sales organizations, where sales development reps have to qualify prospects who have already expressed interest. AEs can be arrogant.

Sales Qualified Lead 80

Sales Qualified Lead How To Compensation Account 80

Hubspot Sales

AUGUST 14, 2018

Not only will you be able to make better decisions yourself, but you'll also gain valuable selling and positioning tips that will make your audience more likely to choose the offering you're selling. However, your friend’s local store sells the same shampoo for $12, so she will view the $10 bottle as the deal. What is Choice?

How To 96

How To Study Consumer Groups 96

Sales Hacker

JUNE 12, 2018

Unless you’re selling a $20/mo product, keep the “fun” out. Replace your nets for spears. I’m not eager to sell you ASAP. Process: Consider the right KPIs for you (meetings booked vs. completed, $$ of pipe vs. # opps, live connects vs. dials). Give your SDRs some direction. What the hell is that?!

Scale 74

Scale Hiring Ideal Customer Profile How To 74