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…
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…
4 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…
50 Sales Questions to Ask a Prospect
The key to success in sales is asking the right questions, whether you’re getting your foot in the door or trying to reach the top decision-maker. Before you make contact,…
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…
Sales Acceleration – More than just dialers
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…
Why Summertime is Great for Prospecting
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…
B2B Lead Generation Hacks You Can Use This Summer
B2B Lead Generation Hacks to Get Through the Summertime Sales Slump When your best prospects are on vacation in the summertime, leads may be a little harder to come by,…
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