How Agile Applies to Modern Sales Management
The following is an excerpt from The Ultimate Guide to Agile Sales Management by […]
How Marketing Initiatives and Programs Help Reps on the Front Lines of Sales
Behind every good salesperson, whether they be an Account Executive or a Sales Development Rep, there’s a high-functioning marketing team. Sales reps love being armed with persuasive content, automation software and, of course, a never-ending flow of leads to work.
Pete Kazanjy Talks Product Development, Sales Stages and Being Sure You Solve Problems for Customers
It’s completely understandable. You’ve built a product that you’re extremely proud of. Hour after hour of development work, coding at all hours of the night – finally, you have something that works. It’s time to share it with the world, right? Well, almost. You just need to start selling it.
How Toronto’s eCompliance Uses Themed Events, Ping Pong and a Penalty Box to Inspire it’s Reps on Team-Wide Blitz Days
Let’s face it: making calls, day after day, month after month, quarter after quarter can be a grind for any sales development rep. Even when things are going well – you’re crushing your numbers, prospects are happy to chat, and the leads you’re passing are closing – sometimes it can be challenging to pick up the phone and dial another number.
LeadIQ’s Ryan O’Hara Shares His Thoughts on the Future of Prospecting
According to Ryan O’Hara, VP of Growth and Marketing at LeadIQ, sales is an intensely creative job. In fact, he thinks the future of the job lies in sales professionals embracing their creative side to stand out from the crowd.
How Using GIFs in Email Prospecting Can Help Increase Cold Email Response Rates
You have to stand out, there’s just no way around out. Being a part of the crowd – a crowd that is growing by the day – simply isn’t an option. Everyone in sales, especially those grinding away on the prospecting side, know this. I mean, without being different in some way, how is your email going stand out from the hundreds of others filling up your prospect’s inbox?
Part II: The Secret to Getting ROI From Your Conference Sponsorship
This is part two in a series that details our experience generating significant ROI from the SaaStr conference we attended at the beginning of this year.
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.
Why SnackNation’s Kevin Dorsey Wants To Formalize The Role Of The Prospector
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.
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.
Sales Forecasting 101: A Conversation With FullContact’s Mike Brouwer
As a sales leader, missing your forecast can be a bitter pill to swallow 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.
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.