The Predictable Revenue BlogThe latest from Aaron Ross & the team
The keys to the kingdom: why GrowthX’s Sean Sheppard preaches listening, authenticity and research as the pillars of successful selling
Current sales culture, for the most part, is entirely concerned with the close.
It’s an understandable focal point, of course. Closing a customer means more revenue for the company, and more revenue for the company means growth. Oh, and closing a customer also means a commission cheque to the sales person responsible. And sales people like commission cheques.read more
It’s a peculiar, and seemingly unique, aspect of the sales industry: the critical role in charge of keeping the sales funnel full of leads and, hopefully, opportunities is almost always given to the most junior person on a given team.read more
Acquia’s Mike Stankus on picking up the phone, learning to talk to executives and ensuring BDRs get ‘results in the business world’
New sales methodologies, email templates and professional studies on when to call prospects – each year comes with new tips and trick to experiment with. But, according to Mike Stankus, Acquia’s Senior Vice president of Special Projects, nothing replaces picking up the phone and having a real conversation with a prospect.read more
As a sales leader, missing your forecast can be a bitter pill to swallow. No one, regardless of their particular situation or context, really enjoys being proven wrong. And when your miss has serious financial consequences for the rest of the organization, the results can be catastrophic. That’s the situation Mike Brouwer, VP of Sales at Denver’s FullContact, found himself in a few years ago.read more
Focus on the pain: How GuideSpark’s Jon Parisi helps new SDRs convey real value and avoid “happy ears”
In the world of sales development, there is little, if anything, that excites an SDR more than finally booking a demo with a top-tier company after endless reach-outs.
Email after email, call after call, ignored. And then, success! The prospect wants to learn more.
A 39% response rate to initial messages. A 50% commitment rate to meetings. And an 8% conversion rate.
Sounds pretty good, doesn’t it? There isn’t an outbound sales team anywhere that wouldn’t be proud to say those were their numbers.