Partners in Excellence

SEPTEMBER 25, 2017

How much pre-call research do you need to do to be effective in your prospecting? Some sales people claim they have to do similar amounts of research, but often, I actually think it’s an excuse for call avoidance, rather than preparation. Never never make a call outside your sweet spot!

Prospecting 52

Prospecting Manufacturing Cold Call Pitch 52

Sales Hacker

JANUARY 13, 2018

In fact, if you’re making cold calls, you are doing everything wrong.” – Aaron Ross ? Successful people ask a lot more questions during sales calls than do their less successful colleagues.” – Neil Rackham ? I love reading sales books just like most sales nerds. Sales is an extremely tough grind. Tweet It]. “In

Drivers/motivators 79

Drivers/motivators Sales Sports Negotiate 79

Sales Hacker

SEPTEMBER 8, 2020

It’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. If you’re not using artificial intelligence, why are you even alive? We also announced a contest on this episode, so give it a or read our blog. The result?

Meeting 71

Meeting Consult Start-ups Campaign 71

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? This episode is called Lessons from 20 Years of Sales Development: A Conversation with Dan McDade. “ “The total obtainable market or the serviceable obtainable market…it doesn’t really matter what they call it.

Pipeline 60

Pipeline Appointment Sales Prospecting 60

Sales Hacker

JULY 2, 2019

Maybe after a follow-up call or two, you close the sale. We’ve pummeled it as a channel, forgotten how to call people and build rapport , and worked backward to the same top-of-funnel metrics we were getting 15 years ago. The sales process today is about as exciting as standing in line at the post office: Pick up the phone.

Cold Call 103

Cold Call Pitch Technology Technology 103

Heinz Marketing

JULY 8, 2019

I’m calling this one Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg. I know you’re on the road all the time, and especially now, you’ve got a new book out, I think just literally last week called Sales Truth: Debunk the Myths. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 57

Pipeline Sales Pitch Angle 57

Heinz Marketing

FEBRUARY 25, 2019

We were thrilled this last time to talk with Anthony Iannarino in an episode called, Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market. It all went away and was replaced by account-based marketing and now what is being called the digital transformation of sales, which so far nobody can explain to me.

Pipeline 68

Pipeline Cold Call Pitch Sales 68

Gong.io

FEBRUARY 9, 2019

They’re split into sections from discovery call tips , to product demos , to objection handling , and more. There seems to be a ‘ cold calling is dead’ trend floating around these days. But fear of cold calling is going to hold you back. No cold calling is BAD. Look no further. Why do this?

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Sales Hacker

JULY 28, 2020

His name is Steven Broudy, and he runs sales at a great company called Bevy. This week on the Sales Hacker podcast, we speak with Steven Broudy , Vice President and Head of Sales at Bevy, which helps companies build virtual communities. Steven is a long time SaaS sales executive, having worked at MuleSoft before coming to Bevy.

Sell 61

Sell Presentation Start-ups X-functional 61

SaaStr

FEBRUARY 14, 2020

307: Jaleh Rezaei is the Founder & CEO @ Mutiny, the startup that allows you to personalize your website for each and every visitor. Prior to founding Mutiny, Jaleh spent an incredible 4 years at Gusto seeing their hypergrowth first hand as one of the first 10 employees. Loving our podcast content? Where do so many go wrong with this?

B2B 77

B2B Start-ups Product Real Estate 77

Heinz Marketing

JULY 16, 2018

Enjoy another episode of Sales Pipeline Radio , and catch us live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This episode will air for the first time on 8/2/18 but you can listen in and read the transcript now!

Pipeline 40

Pipeline Sales B2B Contact 40

The Lost Book of Sales

JULY 12, 2021

Rating: 9/10 See book on Amazon. High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. It's one of those books that you have to read if you work in sales or technology. Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

OCTOBER 18, 2011

People hate outbound marketing (cold calls, spam, junk mail, etc.) Way back in September (seems so long ago), I had the opportunity to speak at Salesforce.com's Dreamforce conference (which is now the largest software conference in the world, with over 45,000 registrants). HubSpot had a remarkable presence at Dreamforce.

Follow-up 65

Follow-up Real Estate Up-sell Promote 65

Partners in Excellence

FEBRUARY 22, 2018

My apologies, up front, I have been trying to resist plunging into yet another discussion about cold calling. The proponents of cold calling (I’m one) and the opponents of cold calling are about as likely to reach agreement as the Democrats and Republicans in Congress are. But here we go—-again.

Cold Call 48

Cold Call Pipeline Sales Education 48