#MarketingIsDead and here’s how I know

Th single biggest mistake I encounter at Dreamforce and every other conference. Everyone showcases "themselves" and frankly nobody gives a shit. Your backdrops talk about what you do and never talks about what pains you solve. Same thing for your booth presence. I walked up to 25 booths and asked people, "What pain you solve?" 25 out of 25 couldn't answer the question. All I got was mumbo-jumbo buzzwords. When people ask me what I do, I don't tell them what I do, I tell them what pain I solve. It's not rocket science, people. Let me be more clear... Your AI claim doesn't mean jack-squat Your algorhythm is worthless Your value prop is shameful, [...]

#MarketingIsDead and here’s how I know2018-12-07T20:33:38+00:00

The Perfect Handoff: Best practices for conducting the SDR to AE handoff

Inside sales has come a long way in recent years. One of the fastest growing trends in inside sales is having a team of both inbound and outbound sales development reps (SDRs) handle things at the top of the funnel. The SDR’s primary responsibility is to make sure that anyone who talks to a sales rep is actually worth everyone’s time, both the potential buyer and the seller. In short: qualifying the person. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the [...]

The Perfect Handoff: Best practices for conducting the SDR to AE handoff2018-12-07T20:33:54+00:00

One cannot preach accountability without first discussing awareness.

One cannot coach the concept of accountability without first speaking to awareness. Awareness of yourself as an individual first. Understanding you are not your thoughts, you are not your feelings, you are not your emotions. You are just you. Only then can you speak as a leader to help others become self-aware. Helping them to understand they are not their thoughts, they are not their feelings or emotions. They are just themselves. Once you can understand the concept of awareness, you don’t even have to agree with this definition, just understand we must be aware. Then you can start to teach accountability. At best you can encourage people to be more accountable based on their [...]

One cannot preach accountability without first discussing awareness.2018-12-07T20:34:23+00:00

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