Sales Development has become a critical function in high-velocity SaaS Sales organizations, taking care of prospecting SaaS Sales prospects. Winning By Design can help you assess, design, and implement Sales Development Processes and Sales Development Teams.
There are (at least) two different sales POD designs depending on the percentage of your business that comes from existing customers. A standard sales POD used for medium- to large-sized SaaS deals often uses a sales development representative to create a pipeline of new leads, so that account executives can focus…
Everyone is online nowadays. From the CEO of a Fortune 500 company to the janitor at your local high school. They’re online for the same reasons you are: to be entertained, to engage with others, to source information, and to find solutions to their problems. The best part about this…
Few tools have been as transformative to the sales landscape as LinkedIn. Sure, we’ve seen the arrival of tools and platforms that enable people to scale their approach to sales and understand who their customers are, but there’s still nothing that compares to LinkedIn when it comes to providing direct…
Raise your hand if you’re sick of the debate over whether cold-calling is dead or not. All of you? Great! Me too. As for whether social selling is taking over, well, let’s just say I have a few thoughts to share on this as well. Buckle up for my mini-rant….
Don’t confuse personalization with relevance. Just because you put in my {first_name} and noticed I worked at {company} as {job_title}, it does not mean I want to check out your free trial or meet with you for 15 minutes. But if you have insights that may help me specifically do…
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