The ABCs of selling B2B.
Early release of episode 3 is here. It's easily our most outrageous episode yet! We discuss the merits of marketing (its a short list) and discuss with CMO of Privy.com Dave Gerhardt in a "between 2 ferns" style interview.
Check it out and let me know your thoughts on marketing below!
Whenever a recruiter reaches out to me with something somewhat interesting, I immediately dig in with questions to evaluate whether it makes sense to keep talking. Below is one recent response. I'm curious what you think about it, what sorts of questions you ask, and why those are the questions?
"Looks interesting - is this a new role or has there been a te...Show More
Sales prospecting has changed. LinkedIn now allows you to look up and communicate with most decision makers, cold emailing just to send out an email has become less and less effective. Sales in general is undergoing a massive shift where people are engaging with sales people later in the funnel and expecting more of them in terms of knowledge, expertise, and...Show More
Here's something 6 different sales trainings never bothered to teach me that would've given me a selling superpower:
Guess what the first 'universal principle' of influencing others is?
Simply put: People feel obligated to give back to others what they've received.
Got invited to a party?
Now you need to invite them back.
Colleague did you favor?
Now yo...Show More
Many of the cold emails you send are to people Unaware you or your product exist.
Now think of the last time a total stranger explained something about themselves to you that you never asked for.
You may very well have no memory of that, because that's kinda weird...
Yet most sales email try to do this.
So then what should you actually be doing in your cold emai...Show More
🔛"These batteries last up to three times longer..."
🔋"These batteries won't die as fast, so you won't need to change them so often..."
Which is more compelling?
Why are the different?
Apply it to B2B #sales:
"We help sales team save up to 23% of their time..."
"The sales team was so frustrated having to block an hour away from selling, while trying to hit quo...Show More
#SecretToSales is back for the 2020 season. 🎉
I spent Dreamforce 2019 seeking out the most legendary sales leaders to interview and report back to you.
As a freelance SDR, I asked these legends for their best advice to help me out in my new role.
Check out the responses from John Barrows of JBarrows Sales Training, Jessica Klek from Salesloft, Ali McKee from St...
A single, master concept to be an elite seller:
Buyers vs Prospects
See, the Buyer's Journey is universal:
The significant majority of your leads live in Unaware and Aware. They are prospects. They have not displayed any intention to buy, and therefore you should not be trying ...Show More