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.
How Base’s Ryan Wong Uses LinkedIn to Discover SDR Talent
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.
When the Selling Gets Tough, the Tough Get Data-Driven
At Base, we are salespeople selling to salespeople in one of the most competitive industries out there: CRM. Getting by on a smile and a shoeshine just won’t do the trick - but we’re not afraid of a challenge.
How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting
For many, if not all, involved in sales prospecting it’s the eternal problem: do I send personalized emails to a select (aka relatively small) group of prospects or do I send a refined template to as many leads as possible?
Why Axiom’s Kyle Richless Loves to Recruit Harvard Grads
On this edition of the Predictable Revenue podcast, we chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law.
Growth, Establishing New Processes and the Importance of Salesforce Integrity While Growing a Company
No matter how you slice it, growing a company is a bit of a high-wire act: you have to ensure aggressive targets are met, keep your team focused and motivated, and establish key operational process along the way.
How Clio Restructured Their Sales Team In 3 Months
It can feel overwhelming if you need to restructure a sales team. Roles, quotas, comp plans, territories, Salesforce.com changes … Clio tackled all of this at once. Clio is a fast-growing SaaS company in Vancouver, whose CEO is Jack Newton (now there’s a cool action hero name!). Clio sells practice management software that helps lawyers run their firms better.
Standing Out In The Crowd: The Vidyard Approach To Prospecting
By any reasonable (or even conservative) measurement, it’s safe to say there’s a lot of email prospecting going on. Regardless of the offering - and regardless of whether the prospecting is well done or not - you’ve likely received an email from an SDR somewhere hoping to hop on a call to chat about how they can help you out.