“Where do customers come from?” That’s the question that Mark Roberge of HubSpot wanted to find out, specifically after the age of the internet. “[HubSpot’s co-founders and I] were looking at the change the internet had on how people buy and show,” Mark said in a new eBook. “We noticed that the internet gave a…Read More
Ken Krogue recently published on FastCompany.com, the leading progressive business media brand focusing on technology innovation, “10 Ways to Use Social Media to Drive Sales.” The article discusses an introductory approach to using social media to drive sales and generate leads. Social media is one of the leading prospecting tools sales reps have — if…Read More
In the last blog I shared (Part 1) some tips on how to encourage comments on your blogs and articles. It is equally important to be aware of how to leave comments on other peoples’ work. When you visit a site like Forbes, HBR or regular run of the mill blogs, you’ll notice the option…Read More
One of the problems we all have with technology is that we soon forget that what is now commonplace was once rare or non-existent. New technologies penetrate the market so rapidly that total market transformations can occur in the space of under three years (and some might say even less). It’s barely been a decade…Read More
Driving performance requires accurate and focused measures of performance. This is especially the case for account development and lead generation teams. I have recently been interviewing both XANT customers and non-customers (predominantly from the B2B High Tech/Services/Telecom industries) to identify the optimal metric to use when measuring the success of account development reps. I found that…Read More
Author Michael Lopp, blogging under the pseudonym “Rands in Repose,” presented an outstanding treatise this morning on how to run a meeting that brilliantly captures the essence of your average corporate pow-wow—but also contains some striking parallels to sales appointment setting.
What is a “sales cycle” after all, if nothing more than a series of “mini-meetings,” each designed to progress the sale and provide value for both parties?
Not every process works the same obviously, but as Lopp states, a good corporate meeting should decide whether it is about alignment or creation, should have both an agenda and a referee, and should avoid creating a culture of “having meetings for having a meeting’s sake.”
And all three ideas are eminently applicable to sales appointments . . . .Read More
I told them that our Lead-Gen reps make 85 dials an hour and 300 a day, every day. Now of course we have to drink our own Kool-Aid and use our own technologies in-house. Several didn’t believe me. Some have expressed concerns that we are running a sweat shop.Read More