Category: Sales Development

Why You Should Be Using Social Media for your Small Business

There is no denying that social media has taken over a big part of everyone’s lives. As technology advances, communication becomes far easier than it ever was in the past. Before, we needed to write dozens of letters and wait...

/ April 12, 2017

Why You Should Be Using Social Media for your Small Business

There is no denying that social media has taken over a big part of everyone’s lives. As technology advances, communication becomes far easier than it ever was in the past. Before, we needed to write dozens of letters and wait...

/ April 12, 2017

How the best sales software DOUBLES productivity instead of running it into the ground

Companies purchase sales software primarily with strategy in mind. They want to collect data that will help inform the business’ evolving strategy and drive long-term growth. In many cases, this is bad news for the sales staff. It means they...

/ April 12, 2017

7 Intriguing Questions to Include in Your Prospecting Email

Ending your first email to a prospect with a question gets their mental gears turning, demonstrates your subject matter expertise, and helps kick off a meaningful conversation. Perhaps most importantly, it makes your message memorable. The Zeigarnik effect states that...

/ April 12, 2017

The B2B Outreach Strategy That Helped Us Win Our First 10 Customers

Early-stage companies often cast too wide a net when defining their target customer base. They believe the more prospects, the better — but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. There’s a high opportunity...

/ April 12, 2017

How to Choose the Right Accounts for ABM (and 3X Your Average Deal)

There’s no doubt that Account-Based Marketing (ABM) is hot right now. According to the SiriusDecisions 2016 State of ABM, 70% of all B2B companies are focused on driving account-based selling programs. That number is up 350% from the previous year’s study....

/ April 12, 2017

Are You Managing Your Leads Effectively?

Some businesses think that slow returns and stagnant revenue are due to not having enough leads. But in reality, poor lead management is often the true culprit. According to a recent study, more than 80% of generated leads are lost,...

/ April 12, 2017

Flipping Funnels Weekly: Breaking Account-Based Marketing Down

The #FlipMyFunnel community is not just committed to challenging the status quo – we’re working hard to absolutely crush it! Account-based marketing (ABM) has withstood and overcome the typical concerns with anything that’s new and built a category that is...

/ April 11, 2017

15 Bad Habits That Make Salespeople Seem Pushy (And How to Correct Them)

Salespeople get a bad rap. In HubSpot Research’s newest study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople. The #1 response? “Pushy.” Yikes.Persistence is part of being a salesperson. In...

/ April 11, 2017

The Best (& Most Unique) Response to “Sell Me This Pen”

Sell me this pen. Possibly the best sales one-liner in history. Haven’t heard it before? Coined by Jordan Belfort, a.k.a. the Wolf of Wall Street, I suggest you block out two hours of your day to watch one of the...

/ April 11, 2017

The 4 Traits of Sales Reps Who Nearly Always Meet Their Goals

Anyone can set a goal. You can commit to selling more than anyone on your team, bringing in a major client, or doubling your conversion rate. But meeting your goal is far harder. What are the chances you’ll actually outperform...

/ April 11, 2017

From Excel to HubSpot CRM: 5 Quick Wins from a Power User

When companies start using HubSpot’s free CRM to organize customer data and outreach, one of the first (and biggest) steps they need to take is transferring that data into HubSpot. This often means cleaning out old spreadsheets and figuring out how to...

/ April 11, 2017

The Secret to Getting ROI From a Conference Sponsorship

Read more on The Secret to Getting ROI From a Conference Sponsorship… The post The Secret to Getting ROI From a Conference Sponsorship appeared first on Predictable Revenue.… Read More

/ April 10, 2017

New Content Library and BONUS Spring Email Templates

Last month, Contactually launched new tools for teams, including lead routing. This month we’re excited to announce new content library features. You may know that Contactually has curated hundreds of market-proven email templates and best practice workflows and that these...

/ April 10, 2017

New Content Library and BONUS Spring Email Templates

Last month, Contactually launched new tools for teams, including lead routing. This month we’re excited to announce new content library features. You may know that Contactually has curated hundreds of market-proven email templates and best practice workflows and that these...

/ April 10, 2017

6 Elements of Winning Sales Conversations {Infographic}

Every word and phrase spoken during all B2B sales conversations can influence the outcome of the deal. That goes for words uttered by both the seller and the buyer. But predicting which sales conversations win deals is largely guesswork, if...

/ April 10, 2017

If You Suck at Marketing, You’ll Suck at ABM: Lead Generation vs. ABM

In this first edition of videos presented by Sangram, Sangram quickly but thoroughly explains the key difference why account-based marketing works and lead generation doesn’t for B2B organizations. If you can’t watch the full video (it’s only 1:20 minutes!), check...

/ April 10, 2017

Sales leaders, here’s how to deliver bad news to your team (a no B.S. 5-step guide)

Another Monday morning: The sun’s shining, the investors are happy, and the entire office seems to be in an exceptionally good mood. You can just tell it’s gonna be a great week. Or so you thought, until you got that...

/ April 10, 2017

7 Awful First Sentences That Are Killing Your Outreach Emails

Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. I don’t know about you, but I never stroll over without a detailed plan of...

/ April 10, 2017

3 Ways Top Sellers Break Through Resistance

As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so — repelling buyers and making them think, “It’s a salesperson, how do I get them off the phone?”...

/ April 10, 2017

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

You can’t manage what you don’t measure. While metrics are important in every aspect of business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge...

/ April 10, 2017

PR Automation: How to Kill Brain Numbing Tasks Forever

Last year, I wrote a lengthy blog post that now ranks on page one of Google for cold email. Every day, at least 60 people sign-up for my email list thanks to that one single blog post. Hopefully, you’ll find this...

/ April 7, 2017

Pre-Qualified Leads: A Staple of Successful Sales Processes

If you ask SDRs about the difficulties they face during day to day prospecting, you would hear many recurrent challenges: rejection, market saturation, list exhaustion, bad data…It can go on and on. I’m not going to sit here and help...

/ April 7, 2017

Content Marketing 101: How to Create Content That Stands Out

Every minute, millions of posts are uploaded into the social media universe. With 448,800 tweets, 1,440 WordPress blog posts, and 500 Youtube videos, there’s enough content to keep busy for quite some time! What does this mean for you? Well, it’s...

/ April 7, 2017

Content Marketing 101: How to Create Content That Stands Out

Every minute, millions of posts are uploaded into the social media universe. With 448,800 tweets, 1,440 WordPress blog posts, and 500 Youtube videos, there’s enough content to keep busy for quite some time! What does this mean for you? Well, it’s...

/ April 7, 2017

9 TED Talks on Effective Communication That Will Help You Close More Deals

Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. It’s critical to your success, whether you’re a sales leader, manager, or front-line rep. So what makes you...

/ April 7, 2017

Discover Whether You’re a Sales Hunter, Farmer, or Trapper

My coaching client Daniel asked me, “Bill, are you a Hunter or a Farmer? Do you constantly prospect for new business, or do you focus on the clients you currently have?” I replied, “I’m more of a Trapper. I like...

/ April 7, 2017

Content Marketing Done Right

You publish an incredible amount of content every day. But how do you guarantee  you stand out from the crowd? Make sure that your content gets noticed. We know you put blood, sweat, and tears into creating fantastic material for...

/ April 7, 2017

Sales Pipeline Management: 5 Best Practices to Boost Revenue

Sales pipeline management is at the core of everything we do in sales. Your sales reps are staring at their funnels all day, everyday. Mastering the sales pipeline is an extremely effective way to increase revenue because it allows sales reps to remain organized...

/ April 6, 2017

Likability As A Key To Relational Connections And Success, with Michelle Lederman

Michelle Lederman would never say that she can teach you to be likable, even though she’s author of the book, “The 11 Laws of Likability.” But what she would tell you is that there are very specific things that contribute...

/ April 6, 2017