Sales is changing every day - buyers know more about products than sellers, crowd sourced reviews affect the value of our offerings, and we’re facing increasing competition as barriers to entry continue to lower. All of this makes closing sales harder than ever. But some things will never change. We wrote about the foundational principles …
The Fool Proof, Fail-Proof Sales Closing Checklist Read More
Depending on how you wield it, a sales proposal is your most dangerous weapon as a rep. It holds the power to positively or negatively impact your bottom line in just a couple of pages. Not everyone attributes their closing ratio to their proposal, but a sales proposal that proactively predicts the objectives of its …
4 Proposal Best Practices to Prevent Millions of Dollars in Lost Revenue Read More
Sales has changed more in the last 10 years than in the preceding 100. According to our friend and Founder & CEO of The Bridge Group, Trish Bertuzzi, it’s the buyers who have changed. Their preferences, their needs, and their communication expectations. This is why we must think through our current sales engagement strategies to …
There’s been a raging debate for years about “quality versus quantity” in prospecting. There’s the argument against quantity, that if you do a lot of prospecting, you must be doing a bad job of prospecting. What side are you on? In this webinar, Rex Biberston and CEO of ConnectAndSell, Chris Beall, joined forces to provide …
How Everything You Know About High Volume Prospecting Is Wrong Read More
If you’ve been following our series, you know you need a list that’s just the right size (you know, like Goldilocks). And it should be 100% validated in real-time in order to eliminate wasted sales effort. But once you’ve got the quality leads, the Glengarry Glen Ross leads, what do you do with them? If …
We scale outbound sales efforts for B2B companies who don’t know where to start, have a current SDR team they need to enable to achieve better results, or those who don’t have time to both find new deals AND close them.
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