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How to A/B Test Your Sales Voicemails to Improve Response Rates

I love the concept of this post from Patrick Cahill on the Hubspot Inbound Sales blog. It seems totally sensible to me that sales people should A/B test their calls the same way marketers A/B test web pages, emails etc. etc. In fact sophisticated marketers live by A/B testing so why wouldn’t sales people learn [...]

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Get a Call Back This Week for Halloween

If you’ve read my stuff before, you’ll know I love handwritten notes–because they work! So I love this tip from Lori Richardson at Score More Sales. It’s a note that has a great seasonal flavor. So cool (and effective)! I’m sure if you thought about this for a while you could come up with similar [...]

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Where can I get the best prospect list?

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had [...]

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40 Ways To Hunt For Business More Creatively

Mr. Paul Castain demonstrates his creativity with this excellent list of 40 ways to be more creative in prospecting. Super-practical stuff. You know, I could be way out of line in this assumption but prospects need creative solutions to the challenges they face in their world. More specifically they need your creativity. Million dollar question [...]

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KISS me

“We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput”. I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up [...]

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Does Anti-Social Selling have its place?

“Do you guys not have clients?” That was the point where he lost me. Actually more like the point where some rude sentences scrolled across my mind. “Uh yes, dude, we have clients!” I’m the marketing director here. “What do you think I do all day? Sit around and play with my Scrabble set?” (OK, [...]

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What are the best B2B lead sources to fill the top of your funnel?

Looking at the big picture and figuring out where you should spend your time and money on lead generation is a tough task and one I’ve seen many companies skip. Skipping this thinking is not a good idea as you can easily sink hundreds of hours and tens of thousands of dollars into an approach [...]

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Every Sale Should Be THIS Easy

Here’s a great story from Joanne Black of how easy it easy to close a deal when you’ve been referred in. There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that. With referral selling, the hard part is over before you [...]

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High-End Selling: Be BRAVE Or Be Gone

Check out this post by my friend George Bradt over on Forbes.com. It’s the story of a bloke selling pianos but he sells in such a manner that I wager these approaches will work well for other high ticket items…like enterprise software. You must be BRAVE to sell at the high-end. Behaviors, relationships, attitude, values [...]

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Trigger event types

This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out [...]

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