Everyone wants their cold calls to feel nice and smooth like inbound.  The problem we’re all seeing is that over the last 5-10 years, even this year sellers everywhere are seeing an increased difficulty in getting the right customer on the phone at the right time.   That is what it’s all about, isn’t it?Read more about Making Outbound Feel Like Inbound[…]

The pipe is… LIFE! The pipe is… LIFE! The pipe is… LIFE! Jeb Blount is the first sales speaker that I’ve ever heard who gets it right by opening Outbound 2018 with the audience chanting – THE PIPE IS LIFE! Dave Berman, President of Zoom Video knows that the pipe is life. Steve D’Angelo, PresidentRead more about The Pipe Is Life![…]

What is sales acceleration, according to Ken Krogue, Founder of InsideSales.com and contributor to Forbes Magazine – “start by picking up the phone”. Link to the article. What is Sales Acceleration as a Service, Powered by Artificial Intelligence? Sales Acceleration is a big business – in 2018, $12.8B was spent on this technology!  It includesRead more about Sales Acceleration as a Service, Powered by Artificial Intelligence[…]

I BELIEVE IN BIG DATA* *(to the tune of “Friends in Low Places”) Blame it all on my age Often on the wrong page I don’t handle change very well Short turnaround times And new paradigms Are making my life living hell And you saw the surprise And the fear in my eyes As theRead more about I Believe In Big Data Song (*to the tune of Friends in Low Places)[…]

When Kyle Porter, CEO of SalesLoft, posted the word “ridiculous” when I posted this offer to buyout SalesLoft, ToutApp, and Yesware contracts over the weekend I was flattered, surprised, honored, giddy, and those are just the first words that come to mind. Link to the post You see, just a few short years ago, SalesLoftRead more about Ridiculous or Bold?[…]

Earlier this week at the TOPO conference, I was speaking with the best marketing and sales intelligence software company around today… The products guy from a large sales engagement provider came up to ask what we were talking about… I challenged this person to a contest – my bot writes 100 emails in < 1 hour,Read more about One-Click Personalization[…]

ACTIVITY BASED COSTING FOR SALES   Wikipedia defines Activity Based Costing as: https://en.wikipedia.org/wiki/Activity-based_costing Activity-based costing (ABC) is a costing methodology that identifies activities in an organization and assigns the cost of each activity with resources to all products and services according to the actual consumption by each. This model assigns more indirect costs (overhead) into direct costs compared to conventional costing. CIMA (CharteredRead more about Activity Based Costing[…]

Is your company looking for exposure with the #1 sales school in the country?! On April 25th – 26th, Cassandra can use your help! Sponsorships start at just $2,000, and depending on the level of sponsorship, you can bring 2-5 people, and at the Platinum level you even get a one day Leadership Seminar provided byRead more about ScaleX.ai – Please help us sponsor the University of Houston Sales Institute[…]

At Sales 3.0 on Monday, ScaleX.ai will reveal to the world what has been under lock and key for the past 6 months – personalization at scale, powered by artificial intelligence.  After interviewing literally dozens of AI experts from around the world, we’ve deployed what we believe will change the world of selling, forever. ComeRead more about ScaleX.ai Personalization at Scale: Can you tell which email was written by a bot?[…]

Nobody talks about a “sales activity to meeting ratio”, but shouldn’t they be??? What do you spend per activity? How many meetings do you get?  Simple math. For one company, 544:1 might be incredible – F500, C Level.  For another company 544:1 might be terrible (company selling $1,000 deals to SMB couldn’t live on $500+Read more about 544:1 Sales Activity / Meeting Ratio[…]