I was a pitcher on my high school and college baseball team. I became a pitcher by default because at one point, no one else on my Little League team was able to throw strikes, and as a batter I wasn't able to hit water if I fell out of a boat. It was a perfect fit.
When I got to high school, I...
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Getting time with executives is increasingly difficult. When we do get in front of an executive, what’s the best way to conduct the conversation? For most of us who have been trained in “consultative selling”, we will strive to ask intelligent questions in order to get information that will enable...
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What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well.
Most sales training courses emphasize the importance of addressing the...
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From mid-March through mid-April we will receive dozens of calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear this their response is always, “That’s just too long. I need leads...
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There’s nothing worse for B2B salespeople than wasting time. Finding, qualifying, and working leads into opportunities and revenue takes time. And more efficient processes mean accelerated revenue velocity. Time is of the essence.
In my role as CEO and CMO of a fast-growing SaaS company, I have the...
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Bringing in new business is a lot like a relay race, with marketing and sales each responsible for perfecting their leg of the race and mastering the critical handoff of qualified leads. The handoff can be as smooth and technically precise as the 4x100 Olympic team, but many teams fumble this...
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Sometimes you have to step back and wonder what it is that makes those remarkably successful salespeople just so remarkable and so successful. I’m sure I don't have the formula nailed – but there are six things that I have seen enough times to suggest to me that they make a real difference....
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Businesses both large and small are putting into place ‘Know Your Customer’ programs, where they are capturing and leveraging customer data to optimize marketing, sales and service efforts.
Compared to even a few years ago, the amount of prospect and customer information available to sales...
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It’s a no-brainer that you want to close more business and wow your customers with world-class service. The question is: how? The AppExchange has the answer, in the form of 2,700+ hardworking apps that can transform your business.
Here are eight apps to help you get started:
Drive more revenue per...
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