Why Top of Funnel Sales Training is so Important
CSO Insights surveys hundreds of B2B sales leaders every year with a simple question: what are your top sales effectiveness initiatives for the year. Their head of research, Barry Trailer, tells us that “Revising/enhancing our lead generation programs has been #1 for 5 years in a row and each year the delta to #2 gets bigger.” Translation: companies need help at the top of the funnel, and the problem is getting worse each year relative to the next biggest headache. I encourage you to take their surveys and read their reports. They always surprise with several counter-intuitive findings that are actionable for Sales VPs.Read More
There seems to be more and more great tools for inside sales intelligence these days. More information gives you an advantage, but it can also put you at a disadvantage if you have to manage more tabs, more programs, and more cutting and pasting. Here are some tips to streamline the work process. Some of them are obvious, but just in case... (I still remember finding out about Shift + Tab. What a glorious day that was.) Learning these will save you a lot of time compared to using the mouse.
These are troubled economic times, we hear it all the time. But as the great philosopher Bertrand Russell said, "Everything is vague to a degree you do not realize until you have tried to make it precise." So let's be more precise: the economy is down in some areas and up in others.
My business partner took a meeting with a local telecom company yesterday after seeing this email. Here’s what I like about it:
Everyone needs to focus on building sales pipeline, but how you go about doing that varies a lot from business to business. Lately the fad is to ask marketing to take over this Activities like search engine optimization (SEO), email marketing, trade shows, whitepaper downloads, ebooks, social media, etc. are driving prospects to your website – I’m not going to argue with you over that. I’m writing this blog right now to – you guessed it – hit a keyword and drive traffic to our website. I blame HubSpot for brainwashing me.
Conducting sales calls on speakerphone is par for the course here at Vorsight. We do it for a few reasons: being hands free allows you to take copious notes during your conversation, multiple people can easily participate in the conversation, and colleagues can listen to what prospects are saying on the phone in order to prep for their own calls.
This is a true story that happened onsite with a SaaS company called Reeher (they have an amazing platform for higher education fundraising). We were making live calls with a group of 6, so I have witnesses.
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