Poor sales execution is often covered up when the economy is booming.  Crisis and sudden shocks to the economy can expose sales and marketing leaders as they will have to overcome more obstacles than they have had to in recent years.  A clear sales continuity plan can help clean up inefficiency and keep revenue stable.Read more about Sales Continuity Planning around COVID-19[…]

3/18/2020 Get ready because 2020 will be the year of the “done for you” model!  We’re used to it with Hello Fresh for Meals, Uber for rides, and on and on. Done-for-you prospecting has been around for years, but it’s been done the same way that your internal team does it. Not anymore. For theRead more about Done For You[…]

Before a sales pitch, we need to empathize, connect, and build trust with a Sr Exec prospect. `All readers with an amount of skepticism understand branded content has an agenda.  Therefore, any content produced by a vendor inherently lacks full credibility – even when packaged as legitimate research.  To become a trusted source of unbiasedRead more about AI for Sales | Empathy Matters More Than Ever![…]

By Jay Revels, Managing Director, ScaleX.ai What comes to mind when you look at the graph below from Salesforce.com?  `Follow the money!’  `What channels are producing deals and revenue for the business?’ It can be easy to forget what matters, which is revenue, when there are so many marketing options to consider.  It’s not uncommonRead more about What can we learn from SalesForce.com’s Top-of-Funnel analysis?[…]

Revenue = frequency x competency is one way that Chad Burmeister measures productivity. You have to be able to do more in a shorter period of time—you must increase your frequency. Over time, as you gain experience and focus on frequency, your competency will grow. This increases productivity and therefore increase revenue. Chad and PaulRead more about Sales Reinvented | Revenue = Frequency x Competency[…]

Would it surprise you to learn that buying a list, and doing email blasts to that list is a pretty low-performing strategy for outbound? If you run an SDR/BDR team, you get this. If you are a sales leader, perhaps it hasn’t sunk in yet that there are 10X more SDRs/BDRs than there were 7Read more about ScaleX Social Flow[…]

Since attending the Rich Litvin Intensive in 2019, my life has changed massively for the better. I’m truly happy and now I don’t “pursue” success but I “am successful”. I’ve literally become “unstuck” from a plateau in life that I had hit. If you are interested in attending 4/30 to 5/3 – signup here: https://richlitvin.com/intensive-RLI/Read more about 11 Keys to My Success, and the 7 Scary Moments on the Way, with Rich Litvin[…]

The Story, Team, Exit Strategy, Investment Vehicle Having collaborated with more than 100 start-ups on generating pipeline and revenue and several F1000’s, we’ve found that quite often the biggest challenge they face as a business – raising capital. So we partnered with Day One Experts to help our customers better understand how to structure theirRead more about The Four Pillars’s for Making Your Company Investable[…]

ZoomInfo/DiscoverOrg is still the best if you are doing multi-channel outreach.

One of the biggest challenges sales managers face is keeping up with the avalanche of information their sales technology tools collect day after day. When sales managers drown in information, their ability to make decisions atrophies and sales slow to a crawl. That’s why hundreds of new sales technology companies offer AI tools that help sales managers make smarter decisions faster so they can accelerate sales again.