In the Spring of 2011, Aaron Ross started a movement that would forever change the way we sell. After Predictable Revenue hit the shelves, traditional cold calling began to die and Cold Calling 2.0 was born. Now, after nearly five years of generating pipeline with “spears, nets, and seeds” the magic is wearing off.
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The 5 Most Common and Costly Mistakes Sales Teams Make with Inbound Leads
In the Spring of 2006, two students in the New Enterprise class of MIT started a company that would spark a movement, a movement that would change the way we do business today. This company is now a household name, and this movement is now part of everyday business vernacular.
The 10 Commandments of SDR Success
At a time when the economy is tough and organizations command more from workforce, the supply and demand principle doesn’t work in most people’s favor. Organizational demands are leading to more cut overhead and jobs lost.
Stories From the Sales Floor
It’s been about three months since my co-host, Ben Sardella, and I started the Stories From the Sales Floor podcast. We’ve had a blast, and there’s plenty more to come. There have been many unforgettable stories from today’s sales thought leaders and front-line practitioners, and we’ve drawn some invaluable lessons along the way.
Sales Strategies, Tools and Tactics for Reps to Be More Productive and Close More Deals
Think about this: 89 percent of workers admit to wasting time at work, and well over 50 percent say they waste more than one hour per day on non-work-related tasks. While I know that not every single moment can be spent on tasks, this is a significant amount of time lost.
Sales Productivity Secret: Automation Isn’t Enough
About a year ago, venture capital investor Fred Wilson unleashed one of my favorite tweet storms. It was brief, but powerful.
Sales Enablement: How to Use Content, Training, Strategy and Technology to Drive Productivity in Your Sales Force
What if I told you there’s one thing that you can do right now as a sales leader that will help you achieve higher team quota attainment, more revenue growth, higher sales velocity, and increase in lead conversion rate?
Biggest Sales and Marketing Lesson Learned from Dreamforce 2015
Events and tradeshows are expensive. The sales and marketing teams have to work exceptionally hard proving the ROI in order to justify being there again next year or at the next industry event.
Sales and Ethics
Let me preface this post by saying that my personal experience has inspired this writing. My goal in this post is to share what, in my mind, I’ve conceptually defined and understood as the process of selling as it relates to what I regard as moral, or ethical.
Sales Advice I’d Give To My Younger Self
If only what we knew then what we know now…