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.

Sales and Ethics

Let me preface this post by saying that my personal experience has inspired this writing. My goal in this post is to share what, in my mind, I’ve conceptually defined and understood as the process of selling as it relates to what I regard as moral, or ethical.

What Coco Chanel Taught Me About Sales

In, this week's blog post, I'm really excited to introduce Michael Thomas. Since every one of us in sales is always looking for new and creates ways to stand out in the inbox, you're going to love his approach.

3 Tips for Keeping a Sales Team Happy, Loyal and Engaged

If you’ve been a sales development rep, or have had a job that otherwise involves generating outbound demand by way of cold-calling, door-knocking, or e-mailing, you probably understand the difficulty in staying motivated and sustaining these activities for a long period of time.

How to Build the Perfect Sales Stack for Your Company

I was recently talking with Mark Roberge, CRO at Hubspot, for a podcast we’re launching soon. I asked him, “What is a common question that you get that’s actually the wrong question?”

Focus On The Things that Matter Most To Your Business

I've learned this lesson over and over throughout my career. So when I'm asked to give advice to other entrepreneurs or people working at startups, that is what I tell them.

How Sales Automation is Different than Marketing Automation

Why you need to Use Both Effectively

Sales and marketing. They're the yin and yang of revenue development for any company. They go hand in hand but are increasingly difficult to distinguish from one another. After all, the goal of both activities -- to get more business -- is the same. And social media, which can be a very...

Using Targeted Account Selling to Crush Your Sales Development KPIs

If you missed last week's webinar on targeted account selling with PersistIQ CEO Pouyan Selahi and Datanyze's Director of Outbound Sales Jason Vargas, or had to drop off early, here's a quick recap of some of the main we points discussed. Also below, you'll also find answers to some questions we didn't have time to take during...

The Most Common Sales Development Questions Answered

Modern sales development remains a relatively new specialization in sales, bringing with it loads of questions about how to best manage Sales Development Reps and their work. In the first post of our 3-part Sales Development series, we examined the rise of the SDR. In the second post, we explored tips and best practices for...

The Rise of Sales Development (Part 1)

"The sales development team is the most important sales process innovation in the last 10 years."-David Cummings

Sales development has been around for a while now, but if you’re new, we wanted to give you an overview of its history and what it is today.