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Sales Tips

Webinar Recap: Everything you thought you knew about high volume prospecting is wrong

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 our last webinar on March 21st, Rex Biberston and CEO of ConnectAndSell, Chris Beall, …

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Data Part III: What do you do with the list?

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. But once you’ve got the quality leads, the Glengarry Glen Ross leads, what do you do with them? If you’ve built a series of prospecting activities …

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Data Part 2: What Does Quality Data Look Like?

We are absolutely obsessed with 100% lead quality because it’s the only thing that fuels our efficient sales engine for our clients and ourselves. It’s why we acquired the data company known for absolute quality, Steward. We recently discussed what quality data looks like in our infographic here. 100% quality looks like this: There is …

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Webinar Recap: Define Your Swimlane, Nail Your Niche, and Scale Your Sales

We’ve all done it. We’ve all tried to sell to everyone who might benefit from our product or service. So what’s wrong with that? It leads to a lot of wasted effort. Sure, they’ll take meetings with you, but close at a much lower rate (if at all). Only 20% of your sales effort is …

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Data Part 1: Stop Wasting Money on Lists That Don’t Fit Your Needs

As you know, we think about data differently from any other data vendor. In our last blog post, we talked about our views on data, list buying, and what to do with the list. Now, we’re breaking down that infographic. First up, we’re talking about how big of a list you actually need. There’s typically …

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