SDR Marketing the RIGHT Way: A Foolproof Guide
It’s a familiar scenario and telling about the great SDR Marketing divide. I’m called into a company to help a sales team learn (or re-learn) how to identify and deliver…
Lead Generation for Technology Companies: Find Leads FAST
Lead generation is harder for technology companies than for any other sector. Primarily, it’s a fight against the tech founder’s own mind. Oftentimes, the founder thinks mainly of improving…
Sales Stagnating? If You’re Still Doing This One Thing, It’s Time To Drastically Change Your Sales Strategy
Change can be difficult. It can be painful, and we can be slow to recognize the need for it. What we cannot escape, regardless of vertical or industry, is that…
Recognizing Seasonality in Sales is the Key to Closing Hot Prospects
In a perfect world, we’d set aside time to reflect on seasonal spikes and dips in growth the same way we set aside time for outreach. Often, though, seasonality in…
Leverage THIS 3-Step Process To Close ‘Big Whale’ Deals
It’s no secret that when it’s time to sell to large enterprises — players big enough that they might intimidate us — we have to rethink our strategies. Naturally, we…
The 6 Essential Elements Of Effectively Communicating Your Value Proposition
“So, what do you do?” is more than a pleasantry; it’s an opportunity to shine. You can’t use a one-size-fits-all approach to communicating your value. Even if you craft the…
The RIGHT Way To Talk To C-Level Executives
Connecting with senior leadership can be difficult. Here’s how to make it happen. Whether you’re a seasoned sales pro or a new hire in your first week on the phones,…
5 Rules For Successfully Selling To The C-Suite
This is not a drill. Presenting to an executive isn’t just another sales call. By the time a meeting with a C-suite decision maker is on the calendar, you’ve likely…
6 Pitfalls To Avoid When Selling C-Level Execs
Executives are busy. Don’t blow it. No one has to be reminded that C-level executives are pressed for time. Despite hours upon hours of organization mapping and cold calling, breaking…
5 Ways To Know For Sure That You Have A Decision-Maker On The Phone
More C-level execs, and less “See-More” execs, please. Few things are more frustrating than giving your full attention (and best pitch) to a prospect only to find out they don’t…