I often meet salespeople who say they want the most profitable customers possible. But they don't prospect for that type of customer.
Want to plan for high-profit customers? I suggest you dig deep into the specific tips I cover in my book High-Profit Prospecting.
The truth is that we won't have the [...]
Sales and marketing spend is and should be top of mind for sales leaders. On the BUILD podcast, Liz Cain, Partner at OpenView, discusses how and why companies waste resources. Later on we chat with Dave Grow, President & COO at Lucidchart, to learn from his experience scaling the company [...]
Editor's Note: This post is part one of a three part series covering global marketing expansion.
As a company grows, most marketing teams expand from a centralized corporate office to placing marketers in country or at least on different continents to support growing sales organizations. The timing, goals, and implementation of [...]
If you're in Sales and you get your leads from Marketing, quit trying to kid anyone. You like it that way. Let's come clean on the reason — you hate having to prospect.
It's time to grow up, put on your big boy or big girl sales pants and accept [...]
Are you settling for average? I challenge you to push yourself in ways others are not willing to do.
Be an outlier. Check out the video to see what I mean:
A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!
How do you view others around you? If you have kids like I do, then you undoubtedly view them in the context of long term and what you think they will become. If we only focus on what our kids are today, then it negates our ability to [...]
In the Sales Development world, metrics can be finicky beasts.
What works at Google, LogMeIn, or Okta might not be transferable from one to the other, let alone work for you. Questions around how can I benchmark my team make leading an SDR group all the more challenging. In our [...]
It's time for me to let loose again regarding prospecting myths. I find all of them to be as bizarre and funny as the myth that claims the Beatles never existed and the Cubs only won the World Series because President Obama wanted them to.
Why do people keep creating [...]
Do you have prospects or are they only suspects? I cover this in-depth in my book High-Profit Prospecting. You can be more efficient and successful at prospecting.
I'm always amazed at how many times a person's pipeline can become filled with nothing but suspects who have zero potential to become [...]
We all know account-based (ABx) strategies are hot.
Search for “account-based technology” on Google, and before you know it, targeted display ads will fill your browser, vendor branded socks will arrive in your mailbox, and dozens of new SDR cadences will flood your inbox.
No doubt, the technology behind [...]