The whole point of account-based sales is to focus your efforts on a smaller and more narrowly defined number of high-value accounts that have the greatest potential impact on your bottom line. That's why the most important piece of the account based sales model is to select and target account.
We’re excited to introduce two new features in PersistIQ to help you communicate with your prospects in a more timely manner.
In The Ultimate Guide to Cold Calling Part I, we covered how to prepare mentally for a cold call, how to control your thoughts and emotions, how to warm up your cold calls and how to segment and conquer your lists.
The single biggest fear when it comes to cold calling is fear that you’re interrupting a prospect’s day. You have two options: Interrupt... or get a new career. You must either come to terms with the reality of breaking up someone’s day with a cold call, or go down the street and get a job at the local cafe making coffee for the...
It's been about three months since my co-host, Ben Sardella, and I started the Stories From the Sales Floor podcast. We've had a blast, and there's plenty more to come. There have been many unforgettable stories from today's sales thought leaders and front-line practitioners, and we've drawn some invaluable lessons along the way.
We're excited to announce a new feature in PersistIQ that allows you to organize and manage your templates better.
What happens at sales off-sites stay at sales off-sites... until today!
Have you ever just lost it with a prospect or customer?
Analytics and reporting have always been a central part of sales, yet this increased access to data doesn’t always result in an increase in sales performance. Even with data readily available, strategy and tactical knowledge can be a challenge for reps and sales managers alike.
Think about this: 89 percent of workers admit to wasting time at work, and well over 50 percent say they waste more than one hour per day on non-work-related tasks. While I know that not every single moment can be spent on tasks, this is a significant amount of time lost.