Are you a “97 Percent-er” . . .
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…
How to leave the perfect voicemail
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…
8 Bad Sales Behaviors That Kill Your Outreach
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…
Are Buyers Really Getting More Sophisticated?
For the past 10 years there has been a growing body of evidence that suggests that buyers are getting more sophisticated. That the buyer is in control. And that a…
Why Reps Cannot Survive on Social Selling Alone
Ok, let’s not get into the silly argument around whether cold calling is dead (it isn’t) or that social selling has a fuzzy ROI (also not true). The reality is that…
Do you know why your SDR’s suck?
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 is really,…
[Infographic] Employee Advocacy vs. Social Selling: What’s the Difference?
What exactly is the difference between social selling and employee advocacy? Simply put, it’s the difference between sales and marketing. Employee advocacy is based on a simple and compelling idea:…
Does Cold Calling Work?
Coke or Pepsi? Yankees or Red Sox? Mac or PC? With options like this, people typically sit squarely on one side or the other. (I mean, how many Yankee fans…
Make Your Organization the Mike Tyson Academy of Sales
That marginal philosopher (and world champion boxer) Mike Tyson famously said, “Everyone has a plan until they get punched in the face.” This quote really brings home the fact that…
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