How to conduct cold outreach on #LinkedIn, even when you don’t know them

I work with a lot of sales teams, especially inside sales teams, and very often people early in their sales careers. One of the most common questions I get is how do I approach someone on LinkedIn who I know would be a great fit for our service? So here is what I tell everyone. And by all means if you have data to support something different please share in the comments below, I'd love to learn from others as I am sure others would love to hear your approach as well. It's not a best practice to request a meeting in an invite request. It's not a best practice to request a meeting in [...]

How to conduct cold outreach on #LinkedIn, even when you don’t know them2018-12-07T20:34:51+00:00

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because [...]

Stop calling it a sales playbook. It’s a sales cookbook!2018-12-07T20:35:06+00:00

What Makes a Good Sales Kickoff?

It’s that time of year. That time when everything you’ve been planning for either happens or it doesn’t. And on top of that, it’s time to start planning for next year, which for many businesses means planning a sales kickoff event (SKO).   […]

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What Makes a Good Sales Kickoff?2016-11-19T19:23:19+00:00

Efficiency vs. Effectiveness: The Value of Sales Training in Inside Sales

Webster’s Dictionary defines Efficiency as… Oh wait, this isn’t a graduation speech. It’s a wake-up call. Something the sales industry is in dire need of. See, in the past few years, sales organizations, have started to heed what those of us in inside sales have been saying for over a decade: THERE MUST BE A BETTER WAY! […]

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Efficiency vs. Effectiveness: The Value of Sales Training in Inside Sales2018-12-07T20:36:52+00:00