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…
Top Tips for Sales Development (SDR) Success
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…
How We Have Increased Sales Prospecting Success in a Pandemic
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…
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…
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…
50 Sales Questions to Ask a Prospect
The key to success in sales is asking the right questions in your Discovery Calls (or as we call them, Meaningful Interactions) whether you’re getting your foot in the door or…
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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