What is a “Meaningful Interaction?”
Updated for 2021 For a moment, let’s forget about ‘appointments’. Let me ask you a few simple questions about the leads you receive: Do they know who you are and…
Why Your SDR’s Aren’t Producing – And How to Help Them
Many organizations have a love/hate relationship with their SDR (or BDR) team. On the one hand, they shower love on their SDR’s because (let’s face it) their job of sales…
Is It Time to Stop Leading With Empathy in Our Outreach?
Things are moving FAST right now. I know you are probably shaking your head, as it seems the world has literally stopped. (Just as so many of your sales deals…
The 3 Things Effective Messaging Must Have – And How to Deliver It
It is so critical to stay in market during challenging times. But once you’ve made the wise choice to stay in market, it’s even more important that you are focused…
B2B Lead Generation Tips You Need Right Now
Right now, sales is more challenging than ever. Perhaps you’re used to a steady stream of inbound leads that have all but disappeared. Maybe some of your opportunities have stalled…
Don’t Neglect Your “Zombie” Sales Leads. They Can Come Back to Life!
Updated April, 2020 In a mature B2B sales operation, Marketing and Sales have to communicate with each other. Part of that communication is to invent an internal language specifically designed to identify…
5 Reasons the Phone is Your Best Sales Tool
Updated April, 2020 There has been a lot written about the status of sales prospecting and gaining access to decision makers. Most comes under the banner of social/digital selling vs. cold…
Importance of Prospecting for a Healthy Pipeline
What Makes a Healthy Sales Pipeline? Having a sales pipeline with insights into where leads are in your sales cycle is great, but it doesn’t necessarily mean your pipeline is…
Sales Efficiency vs. Sales Effectiveness: Which is More Important?
effectiveness: noun “the degree to which something is successful in producing a desired result; success” efficiency: noun “the ability to accomplish or produce something with a minimum amount of time…
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