Meet for coffee? Stop wasting our time.

So tired of the “we should meet for coffee or a drink” requests from people who clearly have not looked at each of our profiles to recognize the obvious... the only reason you want to meet with me is to try and leverage my network. Come on, stop wasting our time. Truthfully I see very little value in meeting. My intent is not to come off rude but be directly honest instead of making up some lame “I’m too busy” excuse. If you claim to value transparency then you should most likely agree. I wish you well but I just don’t see the value and feel you deserve an honest answer. Seriously if we tried [...]

Meet for coffee? Stop wasting our time.2018-12-06T19:17:53+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

What it really means to be a special snowflake

Whether you are a #millennial that grew up with loving parents encouraging every moment or a #GenXer like me who grew up as a latch-key kid and a part of the "slacker" generation, it doesn't really matter. There is -- and always will be -- a certain level of selfishness that is required to be successful and happy. But there is another part too. It's the selfless part of you. What I have recently learned through reading a few books and engaging in mediation is so easy to understand, yet it seems to escape many of us due to the "hustling" and "side-gigging" we are focusing on. Specifically, it's not about all my use cases, [...]

What it really means to be a special snowflake2018-12-07T20:34:37+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