Understanding the Buyers' Ego with Richard Harris

Sales is no longer a numbers game. This is especially true in B2B sales where deals are larger and sales cycles are longer. The best sales reps don't take a spray-and-pray approach. Instead, they take a more methodical approach. They take time to understand the psychology of their buyers. But you don't have to go through years of...

Increase CRM Adoption and Productivity with Automated Sales "Scorn Board"

Want to see something you have control over improve? Measure it and meticulously log it every day.

4 Simple Steps to Find the Decision Maker in Any Company

A big obstacle facing outbound sales reps is making sure they’re talking to the right person, especially if you’re doing targeted account selling/account based selling. If you have the perfect pitch and deliver it to your ideal company but you’re talking to the someone who has zero buying power, you’ve just wasted your time and...

The Peanut Butter Cup of Today’s Sales and Marketing

Account-Based Marketing (and Selling) is a new and quickly evolving space. There is not set playbook or blue print floating around on the Internet. Companies like PersistIQ and Expanded.io are creating the playbook. That's why I've asked sales expert Chris Conrey of Expanded.io to share his knowledge on the subject.

How To Nurture Cold Leads in an Outbound Sales Campaign

Have you ever got so busy that you completely ignore email and voicemail for a week? Maybe you were on vacation. Or you were out sick. Or maybe you just had your head down wrapping up a big project on a tight deadline and had no time for external distractions.

How To Get What You Need From Your Marketing Team

Sales and marketing teams have become more and more aligned in recent years, especially in B2B organizations. History may show a past of battles, resulting in scars and wounds between the two departments, but it’s imperative that they now work together.

Your Final Dreamforce Exhibitor Checklist

Dreamforce is rapidly approaching. If you're exhibiting, nearly all your major deadlines have passed. Your booth is largely planned. Catering orders have been placed. Graphics have been sent to the printer.

How To Overcome The #1 Problem With Inbound Leads

When people think of sales, people mainly thing about cold outbound emails and cold calls to prospected leads. However, there’s another aspect of sales that’s just as important- inbound leads. How should you follow up with the leads that come inbound from your marketing efforts?

5 Steps to Personalizing Your Sales Emails at Scale

At PersistIQ, we talk a lot about the importance of maintaining a personal feel in sales communications. Automation has a time and place, but nothing can replace the human element. There are dangers with too much automation

How to Win Post-Dreamforce Sales Before the Conference Even Begins

If you're selling a product to Salesforce users, Dreamforce is an incomparable venue for collecting contact information and intelligence on your prospects. In the days and weeks following Dreamforce -- or any event really -- it's critical to stay on top of these new leads with a well-planned sales email campaign.