How long do your reps take to prospect one person? And, when I say prospect, I mean find a target contact, find or otherwise obtain their email address, their social links, common connections, company, company size, etc. Two, three, or even four minutes per prospect? Here’s an example of how […]
Trigger Event Selling Future
Modern sales practice has largely been driven by Aaron Ross’ Predictable Revenue and trigger event selling masterfully laid out by Craig Elias. At Prospectify, we’re creating the future of trigger event selling and predictable revenue by leveraging the wisdom of those before us. The message of Predictable Revenue was: go […]
#Rainmaker16 – 5 Reasons We’re Excited
Bringing together sales and marketing professionals from across the globe, SalesLoft’s Rainmaker Conference 2016 (#Rainmaker16) is all about the sales development cloud. Providing inspiration, education and connections (not to mention Gary Vaynerchuck!) to transform your sales development processes and team. Next week cannot seem to come fast enough, so while […]
B2B Sales Contact Strategy – 5 Tips for Sustained Success
I’m going to date myself a bit here, but when I first started in sales, I was given a book of business in Siebel, a set of scripts, a monthly quota, a daily call and talk time benchmark, and, well, that’s it. Some people figure it out, and most people […]
5 Killer B2B Prospecting Tips for Sales
I wanted to write some basic B2B prospecting tips for sales. Why? Because what’s the one thing that new salespeople and veteran salespeople dread more than anything? Arguably (though, I might say unquestionably) it’s outbound B2B prospecting. A day of cold emails and cold calls can give any B2B salesperson […]
B2B Sales and Setting Yourself Up for Success
I’ve been in or around B2B sales my whole career at this point, but I don’t think I’m exaggerating when I say that most people know when they’re being sold to these days – at least “professionally” sold to. As Dan Pink would say, “To Sell is Human.” It isn’t […]
Cold Email Responses – A How-To Guide
A guide to handling cold email responses. When you launch a cold email campaign, you have to expect that there will be objections. Many of the cold email responses you can expect will include mixed signals (at best), and very few (if any) will be a definitive “yes.” This is […]
Sales leads probably aren’t your sales problem
You don’t need more sales leads. Okay, maybe you do need more sales leads, but it wasn’t what caused your problem and unless you fix your real problem it won’t solve your revenue problem. Can we all agree to start diagnosing your sales and marketing problems somewhere else from now […]
Infographic: Transforming Traditional Cold Email Campaigns
This infographic serves as a step-by-step guide to designing wildly successful, modern cold email outreach campaigns. We’ve deconstructed the entire process into significantly smaller baby steps that will allow you to generate a modern sales-hacker worthy prospecting campaign.
Cold Email Campaign Checklist
Starting a cold email campaign can be a daunting challenge for anyone. Use this handy checklist to take some of the stress out of your day. Segment Your Prospect Lists Develop multiple personas & develop unique messaging with strong value propositions. If your cold email campaign target is B2B Salespeople, […]