The Sales Volume Game Is Dead, Long Live Targeted Prospecting
“Tell me how you measure me, and I will tell you how I behave.” As a result of how most reps are measured -- activity-based metrics and quota -- most reps put a tremendous amount of effort into high-volume outreach. Instead of slowing down and identifying good fit prospects who would actually be interested in their product or service, reps simply grab that extra cup of coffee and send out another 100 emails in hopes of getting through to someone (anyone). But consider that a
5 Steps to Executing the Perfect Sales Prospecting Campaign
Forget about all the articles with the best subject lines. Ignore the posts about the perfect time to send an email. And don’t get caught chasing the next new sales tool. Those lists are useful for only a short period of time before everyone catches on and starts using them, at which point their effectiveness drops like a lead weight. What’s more important than any specific tactic is the overarching process and strategy. I want to cover how you can set up and start executing
Hiring Sales Reps for your Startup
In my time working in a startup for 2 years, it hasn’t been hard for me to figure out that the most difficult part for a new business is hiring. It is rightly said that a good product sells itself, but at the same time, it is also essential for any business to have sales reps who are worth being the face of the business and the product. Hiring for sales includes persuading the right people (who can persuade others gracefully) into being a part of your team. In this small arti
How to Sharpen Your Value Statement and Improve Sales Results
Today's guest post is by David Hibbard, coauthor of SOAR Selling: How to Get Through to Almost Anyone (The Proven Method for Reaching Decision Makers) and founder of Dialexis. Hear Dave speak on November 16 at the Sales 2.0 Leadership Conference in Philadelphia. For more information or questions about the event, email larissa@salesdottwoinc.com. The other day I was on a call with a new prospect. I delivered my value proposition with clarity and professionalism. I asked questi
86 Percent of Companies with B2B Referral Program See Growth, Study Says
What’s the best way to boost sales and acquire new customers? Marketing-led referral programs that are supported by relevant technology, says a new study (PDF). In fact, 84 percent of B2B decision makers start the buying process with a referral. Heinz Marketing surveyed 600 B2B professionals from across North America to understand the impact of formal referral programs on sales pipeline growth and revenue acceleration. It found that “referrals convert better, close faster and
The Sales Shakeup: How Data Is Redefining Sales Prospecting
IIlya Semin is the Founder and CEO of Datanyze, the all-in-one sales intelligence platform that helps companies uncover and reach the right prospects at the right time. It's safe to say that at some point, we've all received a poorly targeted email from a sales rep who didn't bother (or have time) to do his or her homework. The good news is that sales is evolving, and these irrelevant, incorrect and ill-timed prospecting emails and calls are becoming fewer and farther between
