Month: June 2017

The Real Estate Recruiting Questions Checklist

Interviews are intimidating no matter how many you’ve gone through or how confident you are, but they all have the same end goal. The goal of interviews with prospective agents, specifically, is to understand their qualifications, personality, and general way...

/ June 30, 2017

The Real Estate Recruiting Questions Checklist

Interviews are intimidating no matter how many you’ve gone through or how confident you are, but they all have the same end goal. The goal of interviews with prospective agents, specifically, is to understand their qualifications, personality, and general way...

/ June 30, 2017

Sales, Meet Marketing: 3 Actions to Foster Greater Alignment

At companies big and small, sales and marketing departments are continually at odds over lead quality, who gets credit for the sale, who owns the relationship – and so on. It doesn’t have to be this way and in fact...

/ June 30, 2017

My latest book on cold calling for founders & business owners [free download]

We’re releasing a new new book for founders and small business owners today, that teaches you everything you need to know to get started with cold calling to get more customers. You can download it here, and if you have...

/ June 30, 2017

My latest book on cold calling for founders & business owners [free download]

We’re releasing a new new book for founders and small business owners today, that teaches you everything you need to know to get started with cold calling to get more customers. You can download it here, and if you have...

/ June 30, 2017

My latest book on cold calling for founders & business owners [free download]

We’re releasing a new new book for founders and small business owners today, that teaches you everything you need to know to get started with cold calling to get more customers. You can download it here, and if you have...

/ June 30, 2017

7 Outdated Sales Closing Techniques That Are Flat Out Terrible

In Glengarry Glen Ross, Alec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team. Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life...

/ June 30, 2017

The “Rules of Selling” All the Best Salespeople Ignore

Unlike most new starters in sales who land an SDR role straight out of college, I was being groomed for a career in sales since the day I could walk. My father was a VP at what is now HP...

/ June 30, 2017

How to Take a Vacation and Still Hit Your Number

Meet Zen Cachola, a senior sales rep at PandaDoc. Zen is at 133% of her sales number, sitting on a beach in Puerto Rico, with five sales days left in the month. This may sound too good to be true...

/ June 30, 2017

Focus on the pain: How GuideSpark’s Jon Parisi helps new SDRs convey real value and avoid “happy ears”

In the world of sales development, there is little, if anything, that excites an SDR more than finally booking a demo with a top-tier company after endless reach-outs. Email after email, call after call, ignored. And then, success! The prospect...

/ June 29, 2017

How to Become Top of Mind to Your Ideal Clients, with Sean Carpenter

What does it take to become the top of mind person in your niche – you know, the person people in the community think of when they think of that business or niche? My guest on this episode, Sean Carpenter...

/ June 29, 2017

How to Become Top of Mind to Your Ideal Clients, with Sean Carpenter

What does it take to become the top of mind person in your niche – you know, the person people in the community think of when they think of that business or niche? My guest on this episode, Sean Carpenter...

/ June 29, 2017

How to hire more women in tech sales

Throughout my career, I’ve observed that the highest performing teams have a common denominator: diversity. And, gender diversity is an undeniable variable in successful teams. At Workable, we take this to heart, especially as we build our sales team. I’m...

/ June 29, 2017

7 Cold Hard Truths About What It’s Really Like to Work in Sales

So often we hear “sales is really hard.”  But what does that really mean? The truth is only the salespeople who are out there trying to hit their numbers really understand the ups and downs of this job. And we...

/ June 29, 2017

Key Account Management: The Ultimate Guide

At some point, most company leaders have looked at their list of best clients and thought, “It would be really bad if we lost any of these accounts.” These customers represent a disproportionate percentage of your revenue, refer new prospects...

/ June 29, 2017

Pure Incubation Again Named One of the 50 Fastest Growing Companies in Massachusetts

Pure Incubation makes The Boston Business Journal Fast 50 List for the second year in a row. Topsfield, MA Pure Incubation, a leader, and innovator in the marketing technologies sector is pleased to announce their inclusion in The Boston Business...

/ June 28, 2017

What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

In the inside sales rep’s toolkit, LinkedIn is definitely a hammer. But as with any tool, if you’re not equipped with the training and knowledge to use LinkedIn correctly, you’re never going to reap the full benefits. Like other social...

/ June 28, 2017

What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

In the inside sales rep’s toolkit, LinkedIn is definitely a hammer. But as with any tool, if you’re not equipped with the training and knowledge to use LinkedIn correctly, you’re never going to reap the full benefits. Like other social...

/ June 28, 2017

7 Things You Should Never Say in a Negotiation

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them, and protecting your company’s interests. By the time you’ve reached the negotiation phase of the...

/ June 28, 2017

4 Sales Pitch Strategies From Experts of Persuasion

Whether in the courtroom or the boardroom, trial lawyers and salespeople share a desire to influence the outcome of a decision. The ability to present a persuasive case is key to your success in sales –especially as modern buyers often...

/ June 28, 2017

Creating Scalable Business Intelligence with Redshift, Stitch, Fivetran, and Looker

Companies today strive to be more data-driven than ever before. There is a pervasive thought in business that data can be the differentiator between you and your competitors. If you collect the right data and leverage it effectively, you can...

/ June 27, 2017

Creating Scalable Business Intelligence with Redshift, Stitch, Fivetran, and Looker

Companies today strive to be more data-driven than ever before. There is a pervasive thought in business that data can be the differentiator between you and your competitors. If you collect the right data and leverage it effectively, you can...

/ June 27, 2017

Senior Business Requirements Analyst

    Are you technology-inclined, highly driven and passionate? Determined to contribute and be a significant part of a team? PureB2B is looking for a Business Requirements Analyst who will be responsible for gathering and understanding business requirements and working...

/ June 27, 2017

The True Power of Contextual Marketing

In marketing, the primary goal is to send the right message to the right people at the right time using the right channel. This is what “marketing context” is all about.   According to the Harvard Business Review, the four...

/ June 27, 2017

3 Superpowers AI Gives Sales Leaders

Artificial Intelligence (AI), or the ability of computers to analyze information, accomplish tasks and make decisions like a person would, is changing our world. Take, for example, the phenomena of self-driving cars. Google’s self-driving prototypes have long been seen parading...

/ June 26, 2017

3 stupid sales shortcuts: spamming, lying, and begging

All salespeople go through dry spells. They fall short of sales goals. They stress over missed opportunities and ineffective pipelines. When they’re desperate enough, some salespeople look for shortcuts. They search for quick ways to hit their quota. They chase...

/ June 26, 2017

How to Close: The Complete List of Sales Closing Techniques

You usually only get one chance to close. If you’re successful, the hard work you’ve done over the past days, weeks, or months will literally pay off. But if you’re unsuccessful, you’ll have nothing to show for those hours. No...

/ June 26, 2017

Channel Ready Checklist: Everything You Need to Set Your Channel Up for Success

Congratulations, it’s a Channel Strategy! If you’ve just given birth to your company’s first channel strategy, the fun is just beginning. As my grandmother used to say, “The devil is in the details,” and such is true for your new...

/ June 26, 2017

How to Dig a Buried Email Out of Your Prospect’s Inbox in 15 Seconds

To succeed in sales, you must walk a fine line between persistent and pushy. You don’t want to give up too easily — just because you don’t get a response the first time you try doesn’t mean the prospect isn’t...

/ June 26, 2017

10 Essential Characteristics of Highly Successful Salespeople

More than a job, successful selling is a result of skill and practice. Like all other skills, great selling techniques cannot be acquired in a day. The most successful salespeople work incessantly toward improvement, practice regularly, and grow incrementally with each experience....

/ June 25, 2017