Predictable Revenue All-Star Interview: How Damon Mino of SalesCrunch Grew Pipeline 300% < 90 Days

May 2, 2012

This interview is perfect for anyone who’s read about Predictable Revenue’s “Cold Calling 2.0″ outbound sales process and is looking for a lot more detail or examples on how to make it work.  We get into some nitty gritty! Damon Mino is Head of Customer Development and Operations (aka head of leadgen +sales + other [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Why Do Cold Calls Fail?

May 2, 2012

We know they do, but why? 1) People hate being surprised on the phone. 2) People get way too many phone calls and emails, and with the overwhelm/busyness they just don’t want to talk with people they don’t know and who don’t know them. 3) Cold callers launch into “their pitch” because they don’t have [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Video: “Sell Ideas, Not Stuff”

April 13, 2012

DocStoc interviewed me to produce about a dozen bite-sized video interviews (see the full series).  This one’s been one of the most popular.  Let’s talk about selling ideas and not just products. Remember three key tips to help you excite customers about what you can do for them: People don’t want to buy products, they [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Predictable Revenue All-Star Interview: How Lou Ciniglia of TheLadders Turned His Sales Team Around From Struggling To Self-Managing

April 4, 2012

It’s been my pleasure to work with Ware Sykes (VP Sales & Services at TheLadders.com) and his sales managers for the past few months, and especially with Lou Ciniglia, National Sales Manager there [4-16-12 Update: Lou was just promoted to Director, National Sales...congratulations!] I’ve been so impressed at what Lou and his team have accomplished that [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Why Salespeople Shouldn’t Prospect

February 27, 2012

I was recently interviewed by David Skok, on my new book, Predictable Revenue: Read: Why Salespeople Shouldn’t Prospect David’s a five-time serial entrepreneur who’s now a partner at the VC firm Matrix Partners. (If you enjoy Marylou and my “sales stuff”, I also highly recommend following his blog). David shares some of Predictable Revenue’s key ideas that help provide a [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

How to Build Trust and Credibility on the First Call

January 21, 2012

To generate predictable revenue, you have to know how long things take in your funnel. Measuring and paying attention to the time element of the predictability formula (page 42 of our book) should be part of your focus. We all know that over time, and as a prospect gets to know us, we establish credibility and trust. How can [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Predictable Revenue All-Star Interview: Digium (Grew Pipeline by 400% in 12 Months)

January 5, 2012

Last month, David Skok, a partner at Matrix Ventures and author of the popular For Entrepreneurs blog (we highly recommend you should follow it) introduced me to the executives at Digium.  Why, you might ask? David said he’d referred our Predictable Revenue book to his portfolio companies, and that one, Digium, had redesigned their whole [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Predictable Revenue All-Star Interview: Dave Kurlan, Bestselling Author of “Baseline Selling”

December 16, 2011

Recently, I had the opportunity to interview Dave Kurlan, a best selling author, top rated speaker and sales thought leader.  He is the founder and CEO of the Objective Management Group, Inc., the leading developer of sales force evaluations and sales candidate assessments, headquartered in Westboro, Massachusetts. He possesses more than 30 years of experience in all [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Why Salespeople Don’t Prospect

December 1, 2011

There was an interesting discussion going on in a LinkedIn group recently, on the question of: “90% of professional salespeople do not consistently prospect. Fact of fiction?” Don’t sales managers complain all the time that their people don’t prospect enough?  Hmm; if everyone seems to have the same challenge, maybe it’s not the salespeople that [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

Video Book Review: HubSpot’s VP of Sales Likes Predictable Revenue

November 17, 2011

The phenomenal growth of HubSpot is a direct result of the people, product and processes in place at the company. Mark Roberge is responsible for the entire sales function at HubSpot, increasing revenue over 6,000% and expanding the sales team from 1 to 100 employees in four short years. His goal at the start of his [...]

Like this? Share & Enjoy!
  • Facebook
  • Twitter
  • Google Bookmarks
  • LinkedIn
Read the full article →

← Previous Entries