Sales
Here are some quick wins that will help you prioritize which of those many, little things will have the most impact to help you win more deals.
Articles Related To Sales
Sell What People Care About
The SaaS software you sell likely saves customers money and time. That’s table stakes. Focus your selling on things that resonate with people’s emotions.
Automate Knowing When People Changed Jobs
LinkedIn let’s you know that people changed jobs, but knowing when they changed is a bit more difficult. This is a quick guide to show you how to track it in Salesforce.
Bullshit Alert: Outbound is Broken
LinkedIn “experts” claim that outbound sales is broken but only offer hard-to-execute ideas so you will either do nothing to fix the problem or pay them for consulting.
What's the Cost of Doing Nothing?
Time kills all deals. If a sales rep can’t articulate the prospect’s cost of maintaining the status quo, then every other aspect of BANT falls apart.
Tracking People Who Changed Jobs with LinkedIn
When you connect with people who used to work for your current customers, you have immediate rapport and can skip the long introductory process since they already know about you and/or your company.
Level Up Demand Generation Through Research
More leads isn’t the goal. SDRs need to be equipped to find the right people at the right companies who can purchase – right now.
Freightwaves: Scalable growth starts with the back office
A top priority for brokers, carriers and logistics providers alike has become automating back-office processes to simplify invoicing and other freight management tasks. Early adopters have gained a competitive advantage over those still clinging to the old ways of doing business.
Freightwaves Interview: How to Sell Value
I appeared on FreightWaves’s Put That Coffee Down podcast and discussed selling value vs. price.
Weathering Market Volatility with Variable Cost Structures
Businesses always need to be vigilant about controlling costs. With the rise of economic uncertainty, the need to reduce financial risk is more pressing than ever.