Sales cadence is the MOTHER of all buzzwords. ‘Cadence this’ and ‘cadence that’ but I’m feeling like nobody even knows what a cadence is. Well, I’ve got a definition for you: Cadence is a sequence of activities to improve contact and qualification rates. Most sales reps have a cadence. It’s something they make up, and…

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If you could get a meeting with any company in the world, which company would you choose? That’s the first question that Bryan Kreuzberger, Founder of Breakthrough Email, asked the audience during his presentation at the Inside Sales Virtual Summit. Then he provided practical tips to get that meeting with your dream client in his…

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The power of automation, as most of us have discovered, is a two-edged sword. When set up properly, automation is leverage for the work you already do, multiplying results. When set up incorrectly, it multiplies your mistakes in the same way and occasionally causes you to “auger in.” So in the interest of honesty, we…

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mailbox-greenYesterday we looked at how the communication medium of the telephone constrains the process and effectiveness of how we make contact on a sales call.

Today I thought we’d briefly follow-up and take a look at one of the other ubiquitous sales communication media—The Targeted Email. Understanding the “message” of the email medium can help reps write better email content, and reach more contacts.

Point one: for marketing emails, data, statistics, and facts carry better than pure emotion—but don’t ignore the emotional impact either.

In spite of the fact that hundreds of millions of them get sent every single day, we occasionally forget that an email is still, in its purest sense, a written document.

This is important, because a written medium carries a much different “sense” than other forms of media. It can be seen, referenced, re-scanned, reinterpreted at will, as long as it is front of the reader. Written text is generally perceived as more formal than other modes of communication. We naturally assume that it carries more weight—as long as it’s worth our time to begin with . . . .

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I don’t know about you but when I get a fancy email I know that somebody is trying to sell something and I rarely open it; unless I specifically remember asking for it. If I get a short, simple email from a person that I know, I open it. I like emails that are clear.…

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