LESS IS NOT MORE, MORE IS MORE There are those that will have you believe “less is more,” when it comes to selling and that sales is no longer a “numbers game”. Example posts on this topic: https://www.jillkonrath.com/sales-blog/cold-calling-revisited https://www.inc.com/ben-raffi/cold-calling-is-dead-heres-an-effective-new-approach.html https://www.engageselling.com/articles/article-cold-calling-is-dead       If… cold calling is dead, and sales is no longer a numbers game, thenRead more about Less is not more, more is more[…]

Since December of 2017, ScaleX has served dozens of customers, delivered literally millions of sales activities (including phone, email, and social), and we learned a valuable lesson – YOUR SDRS AND BDRS KICK-ASS! I’m not saying ScaleX BDRs aren’t equally impressive, I’m saying that powered by salesAI, your BDRs (and SDRs) can be as productiveRead more about World, Meet salesAI[…]

Wait, what? Are bots getting involved with firing decisions?  Say it isn’t so! Hear this out…  frontline managers are great at “protecting” their people, right? They say, just give Elon another quarter – he’ll get there, I promise!  Another quarter comes and goes, still at 72% or even worse, 17%.  I remember my 1:1’s withRead more about AI for Firing?[…]

For the past ten years, my brother, my Dad, and I have traveled to Alaska to go fishing for Salmon, Halibut, and other big fish from the ocean.  Until this year, we had never seen or heard of the Daiwa Tanacom 1000 – an electric reel!  Although I held out and preferred the manual routeRead more about One-Click Reeling like One-Click Conversations[…]

The only person who I see consistently publish sales activity to meeting ratios is Chris Beall, CEO of ConnectAndSell.  Whether it’s a summer month, a holiday, or a quarter-end, his team consistently puts up a # of meetings/day, and best of all, they know what the Sales Activity to Meeting Ratio is – so they canRead more about Sales Activity to Meeting Ratio (SA/M)[…]

Day 2 at the Amazon VOICE conference didn’t disappoint.   Howard Lerman, CEO of Yext was the keynote and he ran an interesting skit showcasing how Yext helps companies control their digital footprint across multiple applications including Google, Facebook, and now Amazon Alexa (announced today).   The next session I attended, the speaker didn’t show up. Read more about Amazon VOICE Conference (Day 2)[…]

The Amazon VOICE conference (the largest voice tech event of the year), sponsored by ScaleX.ai, opened the day right when employee #1 of Amazon Alexa, now the Chief Evangelist Dave Isbitski, termed his presentation “Learning to Talk Again in a Voice-FirstWorld.”       With 2405 registrants, the world is eager to learn about why conversationsRead more about Amazon VOICE Conference 2018 (Day 1)[…]

“Gross” or GREAT!  You decide… When the Founder of Eloqua comments on your post that AI will change the way that sales professionals personalize their messages and uses the term “gross“, does that mean “sick” like GREAT or gross like the sidewalks in San Francisco these days?  I suspect he means “gross” like the sidewalksRead more about Gross or Great!?[…]

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![…]