I’m like a broken record, I know. And, I’m sticking to my guns. The #1 complaint I hear from salespeople is the struggle they face to get their targeted prospects to respond to them. And there is a reason for that. Message matters. Today, more than it ever has. Yours? Same as it ever was? The struggle doesn’t have to be real. It isn’t HOW you are trying to … [Read more...] about Your Sales Message Matters
No. You don't! Sometimes I feel as if I’m living in an alternative universe where things seem so glaringly obvious to me but not to others. I think about the sales and marketing professions a lot. Sales, in particular. I listen, although that is sometimes hard to do when we have certain factions in the sales training and coaching world arguing with each other about WHO owns … [Read more...] about Another Sales Hack…Do You Need It?
Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft, a hometown tech success here in the ATL, launched Rainmaker in 2014. As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my … [Read more...] about Making it Rain in 2019!
Trish Bertuzzi and team over at The Bridge Group, Inc. share their thoughts on trends and benchmarks for inside sales organizations in 2010. Inside Sales Trends & Benchmarks View more presentations from The Bridge Group, Inc.. … [Read more...] about Metrics and Compensation: A Look at Inside Sales 2010
Companies invest sizable chunks of time and money implementing lead generation campaigns that are designed to deliver high potential sales opportunities to their sales force. The idea is that sales activity becomes more focused when reps are responding to qualified leads that have the highest potential for close (as identified by specific factors designed into the led gen … [Read more...] about 5 Ways to Screw up Your Sales Leads