Category: Sales Development

Top Tweetable Moments from #FlipMyFunnel Tweet Chat – Virtual Bootcamp

Thank you to everyone who participated in the first #FlipMyFunnel Tweet Chat of the year! With the #FlipMyFunnel Virtual Engagement Bootcamp only a week away, we thought it would be helpful to foster a Twitter discussion around the upcoming event. The...

/ April 21, 2017

Men, Pay Attention: Women Are 11% More Likely to Win Deals

The post Men, Pay Attention: Women Are 11% More Likely to Win Deals appeared first on Sales Hacker.… Read More

/ April 21, 2017

Lead Generation Checklist For Landing Pages: 10 Examples & Best Practices For More Conversions

“Just Google it.” The phrase has become common that online research is now our default way to answer a question or solve a problem. And as it pertains to business decisions, consider this fact: 94 percent of B2B buyers perform...

/ April 21, 2017

8 Voicemail Techniques That Lead to Closed Deals

A major portion of B2B sales phone prospecting calls will end up going to voicemail. For that reason, getting your best results depends on solid voicemail techniques. When it comes to voicemail messages, here are eight tips that’ll transform your...

/ April 21, 2017

3 Time-Saving Strategies the Best Sales Reps Use

It was the mid-90s in Washington, D.C., and I was a rookie stockbroker at Merrill Lynch. I was your typical rookie — making hundreds of dials a day from copied pages out of the phone book. I did a good...

/ April 21, 2017

The Ultimate Guide to Outside Sales

Before the advent of web conferencing tools, “sales” and “outside sales” were synonymous. These days, reps can easily talk to prospects on the other side of the state, country, and even world. But does that mean field sales has lost...

/ April 21, 2017

Using Buyer Intent to Drive Your Marketing Efforts

Individual users and businesses are becoming increasingly dependent on the internet as a research portal. This has led to changes in the way brands market their products and services.   If you’re familiar with the B2B buyer’s journey, then your...

/ April 21, 2017

Building Real Relationships As Long-Term Business Gains, with Chris Fralic

Chris Fralic is one of the most intentional, genuine people I know when it comes to building relationships. He sees himself as a connection maker and works hard to ensure that he’s thinking long-term instead of simply transactional. On this...

/ April 20, 2017

The 25 Worst LinkedIn Sins

We all make mistakes on social media every once in a while, and that’s okay. But the gaffes on this list go one level beyond — into the realm of sin. LinkedIn is arguably the most important social media site for salespeople, so...

/ April 20, 2017

The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

I always have lived by the motto, “Time and pressure make diamonds.”In business, we always have enough pressure but never enough time. This being said, when new hires start in sales, marketing, or any department, I do something with everyone...

/ April 20, 2017

Guest Blog: How Sales Enablement Engages Accounts

When we think of the #FlipMyFunnel concept, there’s identify, expand, engage and advocacy. One of the most important pieces is engage because if you’ve identified everything, if you can’t engage them on the right terms then obviously, that’s not going...

/ April 20, 2017

What Marketing Communications Should You Personalize?

Every customer is different. They have different needs, interests, and motivations. So doesn’t it make sense to treat them accordingly? We’ve entered a new era of marketing where customers expect a relevant experience that’s matched to their specific needs. People...

/ April 20, 2017

Upgrading a Production Postgres RDS Instance with Minimal Downtime

Scaling a web application requires numerous database upgrades, each potentially requiring downtime. I’m going to tell you a story about Contactually, and the lessons we’ve learned during a few of these upgrades. Before upgrading — practice, practice, practice. Early last year, we...

/ April 19, 2017

Sales Cycle Management: Expert Strategies to Increase Sales Velocity

When tasked to scale a team from 0 to 10 reps in a matter of months, with no historical success— we needed a surefire way to maximize “at bats” and maintain cycle velocity with solid sales cycle management. MEDDIC has...

/ April 19, 2017

Inside AppDynamics’ IPO Playbook: Preparing Your Sales Org to Go Public

Joe Sexton has a lot of impressive, real-world experience growing sales revenue. Since the 90s, he has helped some of the biggest names in the software industry double, triple, and otherwise exponentially increase their revenue. At Computer Associates, Mercury Interactive,...

/ April 19, 2017

Manners Please: the Best Way to Say Thank You Plus BONUS Email Templates

This isn’t the first time we’ve covered the thank you topic here on the Contactually Blog. Saying ‘thank you’ never goes out of style and we’re always finding new ways to tell our network and customers thank you. Saying “please”...

/ April 19, 2017

10 bad habits that make sales reps less productive

“One difference between the Top 10% and the Top 1% is the very top are extremely efficient with their time.” — Jason Lemkin, SaaStr Ever struggle to turn inspiration into action? Think about the last time you felt inspired after...

/ April 19, 2017

8 Powerful Phrases That Will Increase Your Influence [Infographic]

Charisma is hard to define — but when someone has charisma, it’s obvious. Charismatic salespeople have a significant advantage over their competition, since prospects are far likelier to engage with them, respect their guidance, and listen to their pitch. One...

/ April 19, 2017

7 Signs You Should Walk Away From a Prospect

Walking away is hard. It’s especially hard when you’re walking away from a potential deal — after all, you’ve spent time, energy, and resources building a relationship, and giving up means you’ll have nothing to show for it. But in...

/ April 19, 2017

6 Secrets to Getting a Response From the CEO in 2017

Imagine you’re a pilot landing a plane. A long runway is obviously better than a short one since it gives you more wiggle room to adjust your approach. When you are tasked with landing on a short strip of runway,...

/ April 18, 2017

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with...

/ April 18, 2017

How To Improve Cold Email Open Rates With 4 Simple Steps

If you’re reading this, you understand the value of cold outreach. You may even know that cold email is the most effective and straightforward way to get a response from business owners and decision makers. While that is true, it’s not always...

/ April 17, 2017

Customize your Phone settings on the fly with the new Phone Settings Popover

Spring has arrived, and so has a list of new features and improvements to Close.io. Close.io users often use our powerful native Phone integration as their primary office phone. Instead of having a traditional desk phone, you can use Close.io...

/ April 17, 2017

If You Suck at Marketing, You’ll Suck at ABM: Modern ABM Organization

Sangram is back for another quick breakdown for B2B organizations on how modern account-based marketing organizations are structured and why even having a structure is importance to your company’s success. Check out the main flipping points below and be sure to...

/ April 17, 2017

The Science of Effective Sales Conversations: What We Learned from 250,000 Calls [Infographic]

Did you know top performing salespeople talk about price during a specific “window” in their sales calls (the 40 to 49 minute mark)? They also use language patterns low performers fail to use (risk-reversal language). And oddly enough, if a...

/ April 17, 2017

Creating a Custom Email Experience with Mail Merge

Do you send emails en masse to your network of contacts? It’s okay, you can tell us….we’ve all been there! And under the right circumstances, a mass email can often be effective in reaching your network and sharing news or...

/ April 17, 2017

Creating a Custom Email Experience with Mail Merge

Do you send emails en masse to your network of contacts? It’s okay, you can tell us….we’ve all been there! And under the right circumstances, a mass email can often be effective in reaching your network and sharing news or...

/ April 17, 2017

Price negotiations: How to respond when a competing vendor underbids you

You’ve put yourself in an enviable position as a salesperson. Over the course of several weeks or months you’ve worked hard to qualify a prospect, familiarize him with your product and build a relationship. He likes you and he likes...

/ April 17, 2017

Price negotiations: How to respond when a competing vendor lowballs you

You’ve put yourself in an enviable position as a salesperson. Over the course of several weeks or months you’ve worked hard to qualify a prospect, familiarize him with your product and build a relationship. He likes you and he likes...

/ April 17, 2017

Want Your LinkedIn Profile to Stand Out in 2017? Don’t Include These 10 Overused Words

Now that social selling is a legitimate way of growing your pipeline, it’s crucial your LinkedIn profile makes a good impression. The first major mistake salespeople make is targeting the wrong audience. But if your profile is tailored toward prospects,...

/ April 17, 2017