The Pipeline

MAY 7, 2019

Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. Witness the recent B2B Sales Handbook from the folks at Autoklose.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Pointclear

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. At the core of Mike’s philosophy is this quote from Chapter 1: “Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Simplified.:

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Tony Hughes

MARCH 16, 2018

It's very challenging to be kind to people that you feel are infringing on your territory. Nordstrom only has one rule in the employee handbook: 'Use good judgment in all situations.' You shouldn't be patting yourself on the back because you're helping someone less fortunate.

Hiring 70

Hiring Handbook Follow-up ACT 70

SBI

NOVEMBER 7, 2019

In order to capitalize on every single dial, reps should leave a message whenever a call isn’t answered. Chorus.ai’s Recommendations highlights the most important calls and moments for each rep. Outbound sales organizations continuously struggle to achieve the balance between high-volume calling and high-value calling.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52