A Shift in Perspective…And an Increase in Results: Moving from Lead-Based to Account-Based Thinking With Terminus’ Mike Venable
Moving from Lead-Based to Account-Based Thinking With Terminus’ Mike Venable Collin Stewart, CEO 5 April 2018 If you’ve ever been an SDR, you’ll know the feeling – the excitement! – of crushing through a new, long list of leads. A fresh crop of people to talk to,...
Imparting Business Value and Clarifying Technical Specifics: Nailing the Technical Demo With Chartio’s Matt Cassel
Nailing the Technical Demo With Chartio’s Matt Cassel Collin Stewart, CEO 29 March 2018 For anyone (especially our loyal readers and listeners!) that has ever been involved in a software sales cycle, the delicate and nuanced nature of this professional has surely not...
Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out
Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out Collin Stewart, CEO 15 March 2018 Crafting the perfect follow up message (or, more accurately, messages) is often considered one of, if not the, most challenging...
How to pivot a conversation from asking questions to booking a meeting
How to pivot a conversation from asking questions to booking a meeting Collin Stewart, CEO 01 March 2018 It’s ingrained in us the minute we begin our sales careers as SDRs: we are here to book qualified meetings for Account Executives. It’s that simple. As many...
Building Your Storytelling Journey: Jamie Shanks on the Fundamentals of Account-Based Sales
Building Your Storytelling Journey: Jamie Shanks on the Fundamentals of Account-Based Sales Collin Stewart, CEO 15 Feb 2018 Picture this: you’re a new sales rep and you’ve been assigned a list of accounts in particular vertical or territory. Your directions are simple...About The Author
Aaron Ross, of the award-winning, bestselling book Predictable Revenue, has been teaching companies how to double or triple (or more) new sales since he helped Salesforce grow from $5m to $100m. Now he’s turned his attention to building the software platform that will power the next wave of Cold Calling 2.0 teams.
