Upgrade your selling strategy by learning how to ask the right questions. In this post, you’ll learn why it’s better to solve problems rather than simply pitching. In this article: The Significance of Asking the Right Questions The Four Principles of Solution-Based Selling Prescription Before Diagnosis Is Malpractice Pitch Less, Ask More Questions Kick…

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Carrie runs a multi-million dollar business by outsourcing prospecting work for companies. When it comes to prospecting strategies Carries knows all the tricks of the trades and when you talk to her you get it straight – no B.S. In this episode, Carrie talks about sales development trends, puts to rest the cold calling debate,…

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Do you know how often do you need to contact your leads to keep top of mind? And how far apart do your messages need to be, to avoid ending up on a block list? Sales cadence is the sequence of activities all sales reps should master to get their leads qualified and close deals.…

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At our last board meeting, Josh James, my friend and mentor, brought up his famous “magic number,” which he uses to determine the opportunity strength of a SaaS company. Josh suggested that according to the XANT magic number, we were in a great position to accelerate growth by investing aggressively in sales and marketing. But…

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If you’ve spent any time on this blog, you’ve probably heard me bring up a company by the name of High-Yield Methods (https://www.h-ym.com) and its founder, Dick Lee.

Dick’s been a top-level business consultant for three decades now, but he’s also an insightful blogger on CustomerThink.com, a voracious researcher, and possessor of a wicked sense of humor.

In his “Another Inconvenient Truth About Lead Management” whitepaper, Dick bemoans that far too many CRM software vendors tell their prospects that CRM will magically take care of their bad lead management and sales processes. His precise words were, I believe, “Yeah right. And Santa Claus still comes down our chimney every year . . . .”

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