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How to Define Your Target Accounts for Account Based Sales Development

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.

Product Updates: How to Reach Prospects More Effectively Using New Timezone Features

We’re excited to introduce two new features in PersistIQ to help you communicate with your prospects in a more timely manner.

June 30, 2016 · product updates, timezone

The Ultimate Guide to Cold Calling: Frameworks, Scripts, Tools and Resources to Make You A Cold Calling Pro (Part II)

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.

June 30, 2016 · cold call, Guides, lead generation

The Ultimate Guide to Cold Calling: Frameworks, Scripts, Tools and Resources to Make You A Cold Calling Pro (Part I)

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...

June 21, 2016 · cold calling, Guides, lead generation

Stories From the Sales Floor

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.

June 17, 2016 · podcast, sales management

4 Ways to Drive Revenue with Sales Enablement Content

Now, more than ever, Sales Enablement is coming out of the woodwork as a full-fledged industry, rather than a byproduct of the work sales (and marketing) was already doing.

Product Update: Create Folders for Easier Template Management

We're excited to announce a new feature in PersistIQ that allows you to organize and manage your templates better.

June 03, 2016 · product updates

Product Update: Push to PersistIQ

Today we’re introducing a major enhancement to working with Salesforce and PersistIQ:

June 01, 2016 · product updates

My Most Memorable Offsite

What happens at sales off-sites stay at sales off-sites... until today!

June 01, 2016 · Podcast Episodes

The Time I Lost It With A Prospect/Customer

Have you ever just lost it with a prospect or customer?

May 28, 2016 · Podcast Episodes