SaaS

When the Sales Rep is free for the DM, but the DM is not free when it comes to Pricing & Getting Started

So we have probably all been there as sales reps.

Account Based Sales is the Hot Term Right Now: What Your Sales Reps Need to Know

• Account based marketing.
• Account based sales.
• Account based sales development.
• Account based prospecting.

Always Confirm and then Re-confirm the Point of the Next Step in the Sales Process

Every part of your process as a sales person should have a point.

You need to always be on the same page as the prospect you are potentially going to sell your…

GUIDE: Follow Your Target Account Twitter Handles in a Private Twitter List for Updated Trigger Events

Knowing what to say when you call a prospect is half the battle. You don’t want the person on the other end of the phone to pick up and then you go like…

No More “Spray and Pray”: A Step-by-Step Guide to Targeted Account Based Prospecting

Some salespeople view prospecting as a numbers game. They reason that the more emails they send and calls they make, the more conversations they will have, and the more customers they…

The Sales Email Sequence That Balances Personalization with Productivity

I get this question from fellow salespeople — both inside and outside my company — all the time:

How do you reach out to prospects for the first time…

How to Shake the “Scaries” When Prospecting

We all know the feeling.

If you are in sales you are bound to feel a little scared sometimes to reach out, make that call, send that email, etc. Even after making cold calls and prospecting for 10 years I still get scared…

Why Telling a Buyer You Work With Their Competitor Is an Awful Prospecting Approach

Have you or a peer in sales ever used the following phrase with a buyer?

“You know, Competitor X uses our product, so maybe you’d…

The #1 Rule Sales Reps Should Adhere to When Talking About the Competition

The way salespeople react to competitors is important. It shows your true colors as a company and as a person.