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…
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 the treatment of prospects…
Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look…
The job of sales people has become increasingly difficult. Buyers are inundated with emails, calls, social media posts and piles of content marketing—and buying is so complex that indecision has…
Leaving the perfect voicemail is a critical sales skill Anyone in business development does (or should do) a lot of outreach. They do research, send emails and hopefully, use the…
There’s a lot of hype around the emerging space known as “Sales Acceleration”. Unfortunately, the focus on sales acceleration has been limited to only a subset of sales people (sales…
There are countless sales blogs and LinkedIn posts that discuss the challenges of sales prospecting and lament the fact that prospects ‘don’t answer their phones’, ‘don’t reply to emails’ and…
The annual sales kickoff is a major event for any sales organization. It sets the tone and priorities for the entire year, and is often the only time the entire sales…
It may be an unpopular opinion that summertime is a great time for sales prospecting. But summertime, despite all the out-of-office responses and intermittent communication, can be a great time…
