Objection Deflection: Prospecting Enemy #1
This is a guest post by Krista Caldwell, Account Strategist at Predictable Revenue and SalesHacker Vancouver Host. Objection Handling: the Pain Having battled in the trenches of SDR-dom, I know firsthand that responding to prospects’ dismissive or negative emails...Why Salespeople Don’t Prospect
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...
Video Book Review: HubSpot’s VP of Sales Likes Predictable Revenue
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...Are you micro-managing your staff? – 7th fatal mistake
When I was trying to figure out the puzzle of how to add additional qualified prospects to our funnel, I was fortunate to have a boss that basically said “she’s an adult, she can figure it out”. This was HUGE for me. My boss, Bob Kelly –...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.
