How to Do Tiered Outbound Prospecting for SMB and Mid-Market Targets
Most companies with outbound SDR teams expect reps to do all of their own prospect research. This makes sense for teams selling exclusively to enterprise clients, but it’s an inefficient use of an SDR’s time when their targets are SMB or mid-market companies. The purpose of an SDR team is to allow your company’s closers to focus exclusively on their job—closing deals. As an SDR manager, my job is to allow the outbound SDRs to focus exclusively on their job—prospecting. At Pan
20 qualities that all great salespeople share
To succeed in life and in business, you have to be a great salesperson, whether it's selling yourself, your ideas, or your product. "Great salespeople are literally the engine of every economy in the world," says Grant Cardone, a sales expert and the author of "Sell or Be Sold: How to Get Your Way in Business and in Life". So how does one become great? We caught up with Cardone, who shared the 20 qualities that he thinks set great salespeople apart from everyone else. This is
How To Work Your Sales Funnel
Here are some practical tips for you to consider using, broken out by stage. Everyone’s team and process is a little different, but a lot of these are fundamental across most types of teams. The stages of a basic sales funnel are: Lead, Opportunity, Closed Customer (your team may have other stages in between, but these are the big ones, I think). Each stage of your sales funnel has associated sales activities All sales activities are tied back to your defined sales process Al
23 Quotes Every Entrepreneur Should Live By
The only thing I used to know about Confucius was that he gave great quotes. If it weren't for my brief Wikipedia search this morning, that's all I ever would have known. But his name is still discussed and revered thousands of years after his death (as shown in this example from National Geographic), even though most of us don't know squat about his life. Why? Because of his statements; great quotes have power. Finding the right quote can uplift, focus and encourage us. It c
3 Must-Do Social Selling Tactics for Prospecting on LinkedIn
Social media platforms have evolved to become widely-used and trusted communities. This evolution has created a number of opportunities for sales prospecting. But what is the best way to take advantage of those opportunities? Connect, Inform, and Engage Anything you post in a business setting like LinkedIn should aim to simultaneously connect, inform, and engage your audience. Each post should connect with a specific type of person, inform that person of something relevant an
