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Sales Development (2)

5 Rules to Effective Breakup Emails

If you’re in sales, there are two things you can count on: You’re going to rely on email as a core communication tool Prospects are going to go dark on you It’s a particularly frustrating experience when prospects seemingly disappear. Part of the reason for this is that there’s a bit of a time warp from the perspective of a sales rep vs. a prospect/buyer. I advise people to realize that to a sales rep, every day feels like a week, but to a buyer, every week feels like a day. Take a situation...

What it Means to be Data-Driven, How It’s Different from Metrics & How to Apply it

My daughter is entering her senior year in high school. I have to admit that there are times where...

New Research from SiriusDecisions is Bad News for Sales Teams - Here’s What to Do About it

A new research report from SiriusDecisions presents a pretty damning view on the state of sales...

Lead Activation Syndrome (LAS): The Ailment that is Costing You Millions $$$

Last week, I was going through some older files when I came across a standard presentation deck...

Conversations Don’t Happen by Accident: The 6 Strategies to Creating a Strong Chat Experience

Yesterday, Drift announced the latest enhancement to their conversational marketing platform,...

Why I Don’t Give My Head of Sales A Revenue/Sales Quota

Make the number! It’s probably the three words that dominate the thinking of salespeople and...

5 Steps to Design Your Pipeline to Shorten the Sales Cycle and Align Sales & Marketing

If any of these objectives are a high priority for you, read this post (if not, feel free to skip...

Is the Sales Development Process Still a Strong Strategy for Sales Growth?

Over the last decade, the hottest trend for fast-growth sales organizations is the birth and...

What Aviation Can Teach Any Growth Executive About Acquiring Customers

Growing revenue is difficult, complex work. Fraught with uncertainties, lack of information and...

To Build an Effective Playbook You Must Know What Game You're Playing

I admit that I spend far too much time on social media, especially Twitter and LinkedIn. I can’t...