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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

How to Choose, Track and Improve Key Sales Development Metrics for Predictable Growth

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.

May 27, 2016 · sales management

Sales Strategies, Tools and Tactics for Reps to Be More Productive and Close More Deals

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.

May 19, 2016 · sales hacks, sales management

Advice I'd Give To My Younger Self (Part 2)

What if you knew a kooky scientist with a flux capacitor-equipped DeLorean who wanted to take you back in time to meet your younger self? What advice would you give yourself?

May 14, 2016 · Podcast Episodes