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Sales today looks nothing like it did 50 or even 10 years ago. […] Why so much time spent on the phone, and almost none traveling to prospects’ offices? Where are the trusty Yellow Pages?What the heck is LinkedIn?! There’s no doubt about it — today’s sales reps and marketers are experiencing a revolution. To stay relevant, Read more
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BY: David Cummings Recently I was talking to a software company that had a few non-paying beta users and a working product. After getting a demo of the software, which looked really good, I asked what was next and how their round of financing was going to be used. Interestingly, even with a solid, fully-functional Read more
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Posted BY: Tomasz Tunguz ~ Many of the SaaS companies I work with are buzzing about a new concept: product qualified leads (PQL). It’s typical to see outbound sales teams create new leads by cold-calling – think Glengarry. And marketing also qualifies leads (MQL) using online advertising, branding, content, email and other channels. But the Read more
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BY: Intronis Guest Blog – If you have ever walked out of a sales call and thought, “hmmm, that didn’t go well,” then you’re not alone. Recently, the Intronis team hosted a webinar with Gary Pica, renowned MSP sales coach, to discuss many of the common sales gaffes that often inhibit an MSP’s efforts to Read more
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Business is changing. The experts sure seem to think so. Every day, some new article hypes a brave new world of egalitarian openness and collaboration. That might be true if you work for yourself. For the rest of us, it’s still a winner-take-all, command-and-control world. Always has been, always will be. The experts may own Read more
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Lead nurturing is an important success factor for all businesses of all sizes. If your company uses limited marketing funds on lead attainment or production, you must obtain the return of that investment by converting a higher percentage of those leads into revenue. Also Read: 6 important steps to website content development success If you are obtaining Read more
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By: Melissa Cober ~ Purchasing a list of targeted sales leads is a great way to identify potential customers for your business, but what is the next step after you have already purchased that list? If your mailing list includes verified phone numbers, a common response is to have your sales representatives begin cold calling that list. Read more
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By: Mike Schultz and Bob Croston ~ “It’s impossible to get serious face time with senior executives.” “Even getting 15 minutes with a senior executive can take 15 months.” I hear things like this all the time from professionals, sellers, and other business leaders who want to get more time with decision makers but haven’t yet cracked Read more
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By: Mike Moran ~ I’m old. 30 years ago, I learned how IBM qualified leads for sales. At the time, I know now, it was unusual to even have a process for such a thing, but that is how IBM worked (and still does). Most B2B businesses did not have such a process and the Read more
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BY: Kevin Cashman ~ Leaders who are helping others to grow and innovate are always trying to craft the best questions to make a difference. Here’s how to ask the questions that will propel your team and your organization forward. Questions are the expressive, probing language for growing others; listening is the receptive, facilitating language Read more