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“Do Email Open Rates Drop in December?” and Other Curiosities

Do email prospecting programs slow down in December? We (and probably you) assumed “yes” — but we thought we’d test our assumptions with data. Lots of details ... Continue Reading »

Let it go and learn from it…

Jason Lemkin very well-known SaaS / B2B growth expert — he was the founder/CEO at EchoSign, runs a successful SaaS VC fund, and produces the annual SaaStr ... Continue Reading »

How to Convert More Convos into Leads

Got a great email reply?  Or an engaged prospect on the phone?  Great!  Some of these will flow right into your sales process…some will not unfortunately. Here ... Continue Reading »

Webcast: How To Get More Sales Email Replies

We can all use more sales email replies in our life, right? Join us for a webcast / call on Nov 16 at 2pm EST to learn how to ... Continue Reading »

Sales Coach: Closing Out the Sales Month

This post felt fantastically appropriate to write on the day after Luke Maye’s Miracle in Memphis…which is also the Monday of the last week of the sales ... Continue Reading »

Sales Coach: Great Sales Reps Pour the Salt

You’ve heard it a thousand times: You’ve gotta find the buyer’s pain!   Sell a painkiller!   Ask questions to uncover the buyer’s pain! This actually isn’t ... Continue Reading »

Sales Coach: Be skeptical…but then be ruthless.

You can grossly oversimplify the B2B sales process into two stages: Stage 1:  Before the prospect says “yes”. Stage 2:  After the prospect says “yes”. The two ... Continue Reading »

Sales Coach: Don’t accept “I’ll get back to you” from a prospect

Here is a frustrating scenario you’ve almost certainly encountered: You connect with a great prospect. The demo goes really well. The questions and answers are good. You ... Continue Reading »

Sales Coach: Confirm Your Meetings, Get Fewer No-Shows

It really sucks to put a ton of effort into tee’ing up the demo call — lots of emails, juggling schedules, etc. And it double sucks when ... Continue Reading »

Sales Coach: When Prospects Go Cold

When you’re shaping up a deal, time is your enemy. The longer the process lingers, the more you risk the deal falling apart.  People get busy, they go ... Continue Reading »
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