Farmers vs. Hunters in Sales: Bridging the Gap in a Digital Age
Farmers and Hunters are two different breeds of salespeople. Or are they. Generally, a farmer is someone who develops existing...
How Many Calls Your BDR Teams Need to Make: A Data-Driven Guide
Compliments of Salestrail If you Googled that headline, most probably you’ll land on some page or article giving you the 60 or 100 dials...
Sales Blitz or Sales Pits?
Sales Blitz’s are a way to generate new business meetings (NBM’s) that can result in bu…
Why Outbound Sales Platforms Shouldn’t Be Reserved for BDRs – A Salesperson’s Perspective
If a salesperson manages a large territory, they often wonder (or should): “If BDRs (Business Development Representatives) utilize...
Salespeople as CMOs: Running Your Territory Like a Marketing Pro
Executing an omnichannel strategy is crucial but very difficult for a busy salesperson. The salesp…
5 Elements of a successful VITO letter (also BASHO)
VITO “very important top executive” letters is an effective way to target a key contact…
Softening barriers
Getting through to a key stakeholder isn’t easy. Sometimes, if you cold call a high level pe…
Massive action 1999
I was almost put on plan my first year but Massive Action led to Presidents Club the following year…
Omni-channel strategy
Omnichannel means reaching people through multiple mediums – online (Social Selling, email ma…
99% execution 1% idea
Executing an omnichannel strategy isn’t easy. But this is what has to be done to be successf…
