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B2B Sales Closing Sales Strategy
For deals > $100K, how do you manage, map all the moving parts?

Hey, looking for insights from practitioners, if you use a tool that track all the moving parts of a large deal?

CRM aside, I was thinking of something that's a shared as a go between The prospect, sales and engineers.

The advantages I hope to realize:

  • Get deeper into the use-cases
  • Move away from feature requests
  • Uncover stakeholders
  • Clearly demonstrate how ...
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Career Development Diversity & Inclusion Sales Stories
Conversations with Women in Sales about what Women can do to rise to the Top 1% in Sales.

According to a Gartner survey, 84% of Chief Sales Officers (CSOs) report they are SATISFIED with the gender diversity of their sales organizations; even though women remain underrepresented at all levels in sales. I was thrilled to interview Cynthia Barnes of National Association of Women Sales Professionals (NAWSP) for the Conversations with Women in Sale...

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Mental Wellness Sales Management Sales Stories
Start having these convos with your managers and teams.

A few weeks ago I role-played with my managers.

This is nothing new, we do that often, but the topic was.

Mental Health.

It's something that I think is incredibly important right now since we are also all remote.

Dealing with new stressors we haven't had before.

Things we covered - quick cliff notes.

What to look for.

-- Changes in behaviors, energy, results, activ...

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B2B Sales Cold Outreach Prospecting
A list of cold call openers to secure the...

A list of cold call openers to secure the first 5 seconds of the call:

🔸I know you're not expecting my call. Do you have a moment? I promise to be brief.

🔸You're not expecting my call. Can I have 22 seconds to tell you why I called and you can decide if we should continue or not?

🔸I'm catching you off guard. However, do you have a moment?

🔸I'm calling from ___ r...

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Sales / Business Development Sales Stories Sales Training
Whenever a rep comes and asks for help on a deal..

I always start with the same 1st question.

"What problem did they agree they have"

This is ALWAYS where I start.

I know I drive the team nuts with it sometimes, but there is a reason I start here.

Because nothing else matters!

If the prospect has not agreed, and by agreed I mean they actually stated a problem that we solve.

And Ideally the impact of the problem, a...

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B2B Sales Sales / Business Development Sales Stories
Starting December 1, you will be able to get "Industry - First" Personalization at Scale Sequences by Flip the Script.

In August of 2018, I sat in a crowd of 100s of people who packed in to the Sales Dev Conference to watch Matt Millen  speak on making a true impact & the meaning of winning.

In spring of 2019, I sat in crowd of thousands watching Manny Medina  deliver a keynote at Unleash on how obsession isn’t easy, replicable and in most cases.. Rational.

To say I though...

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Cold Outreach Prospecting Sales / Business Development
Got any unique prospecting examples that worked?

Hey all! Does anyone have good unique or 'out of the box' prospecting examples that worked (booked meeting, closed deal, or whatever your success criteria is)?

I'm compiling a bunch into a guide for newer reps to show that there's more to the job than simply calling & emailing people trying to book meetings. Adding some creativity to your outreach can really ...

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B2B Sales Cold Outreach Sales / Business Development
Cold Call Reenactment

Being an SDR is the hardest job on earth. It's a real "welcome to sales" moment for most when they make their first cold call.

I'm sure there are some legendary cold calling war stories out there. Anyone have some good ones? Would love to hear.