Sales 2.0

Articles on sales prospecting

Reps need to self-source leads

by

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) or inbound via the efforts of their marketing department.

This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks.

If AEs are going to self-source their deals, I believe they are going to have to be good at certain skills.

[Read more…]

Sales climate warming?

by


We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling.

Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. But as more and more salespeople use these tools, buyers have become inundated with low value communication. Inevitably connection rates and conversion rates have dropped quickly.

[Read more…]

AI-Powered Selling and the Social Graph

by

In the near future, savvy salespeople are going to greatly enhance their sales by leveraging AI. One of the mechanisms for this improvement will be leveraging the “social graph” more effectively.

It’s always been true that a referral beats any other lead, with referrals converting to customers 50% of the time, according to Joanne Black. AI will help us use our “social graph” to find referrals without spending too much time on research. Up to this point, this kind of research has generally been too time-consuming for the average salesperson.

The best tool today for this research is LinkedIn. LinkedIn can show us who knows who. Unfortunately, this connection data is not reliable, with the system showing people knowing many more people than they actually do in “real life”. In my research, I find that less than half the connections someone has on Linkedin are people they really know.

[Read more…]

Call low

by

I used to do it.

I would get to the office extra early and I’d start dialing before 8AM.

I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning.

At that time of day, the stressed out CIO would be in the office but his assistant would still be fighting their way through the New York subway.

Ingenious! [Read more…]

AI in Sales: Actually useful CRMs

by

This is number 8 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.

This interview is with Adam Rubenstein, CEO of Traq.ai. Traq.ai’s artificial intelligence helps analyze sales conversations to point out opportunities, risks, tasks, and other highlights, and guides users to do what works best for them and close more deals.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

[Read more…]

AI in Sales: A New Era of Selling

by

This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.

This interview is with Heidi Messer Co-Founder of Collective[i]. Collective[i] provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

[Read more…]