CEOs and Sales Leaders! Is your Director of Inside Sales unintentionally sabotaging your growth efforts?

“They’re not our target customer.”

“They don’t buy what we sell.”

I’m paraphrasing – and, this is what I’ve heard from several leaders of BDRs, SDRs and inside sales teams (who do outbound prospecting) who have pushed back when I’ve advocated taking a top down approach – that is, prospecting to the CEO of that ‘must win’ or ‘named account.’

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Convert more opportunities into wins with this one sales tip

Here’s a counterintuitive idea for the corporate world: empathy sells.

A coaching client of mine, an excellent salesman, told me he was feeling nervous about a sale. He was in the final stages, and the client had narrowed it down to his company and a competitor. They offered essentially the same services, and my friend’s services were marginally more expensive—so how could he be sure that he would win the deal?

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The classic sales mistake I made so you don’t have to

Do your SDRs prospect senior decision makers whose job it is to introduce change – or into mid-level executives whose job is to execute on already decided initiatives? Can they create budget, or are they assigned a budget by someone with more authority?

Here’s my story. Read it and take the lesson for your own sales team.

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