by Mike Scher | Jan 1, 2021 | Featured, Mike Scher, Prospecting
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 what your company does? Do these same leads wake up in the morning saying, “I need to...
by Meredith Buckley | Dec 15, 2020 | Prospecting, Tips & Tricks
If you or your team needs to elevate their sales development rep performance, our VERY experienced team is here to help! From brand new reps to seasoned veterans, here are their top tips for navigating (and nailing!) the challenging world of business development!...
by Meredith Buckley | Oct 26, 2020 | Mike Scher, Prospecting
I read a lot of blogs to keep my finger on the pulse of the marketplace and over the last 4-6 months, there has been one prominent recurring theme: The difficulty of sales prospecting in a pandemic. This is fascinating to me because we are a sales prospecting company...
by Mike Scher | Jun 5, 2020 | Featured, Prospecting
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 on executing the right activities — with the right message, delivered the right way. For nearly 20...
by Mike Scher | Apr 18, 2020 | General, Prospecting
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 the treatment of prospects and leads and where they came from....
by Mike Scher | Apr 1, 2020 | Mike Scher, Prospecting
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 calling. Why does it have to be one or the other? In fact, we believe it’s...
