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 webinar.
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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.
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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.
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The Best Books for Modern Sales Professionals and How to Read Them All in the Next 6 Months
If you search for sales books on Amazon, over 100,000 titles come up. I’m a big believer in education, and books are the best way to develop your craft. But where should you start?
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The Account Based Sales Development Playbook for Revenue-Driven Teams
In the Spring of 2011, Aaron Ross started a movement that would forever change the way we sell. After Predictable Revenue hit the shelves, traditional cold calling began to die and Cold Calling 2.0 was born. Now, after nearly five years of generating pipeline with “spears, nets, and seeds” the magic is wearing off.
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Mastering the Handoff in Account Based Sales and Marketing
Account Based Sales and Marketing takes an entire team to get the ball from one side of the field all the way to the other and across the goal line. No single player can take on the opposing team alone. Many different teammates touch the ball multiple times throughout the drive to the end zone, which makes each handoff critical. If you don’t spend time perfecting this, you risk dropping the ball – a turnover that could lead to your competitors cashing in on your lost opportunity. That’s exactly why we wrote Bridging The Gap: The Ultimate Guide To Account Based Marketing & Sales Alignment For Predictable Growth.
Continue ReadingHow 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.
Continue ReadingHow 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 effective tool in the hands of both sales and marketing pros, has further blurred traditional distinctions.
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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.
Continue ReadingThe 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 hiring the best sales development team.
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