Mission Impossible: How to reach that senior executive when enterprise companies don’t publish a general office number on their website.
In the era of improving customer experience, it amazes me how many organisations have removed the ability for you to speak with an organisations employees via a general office number. When you are sales prospecting your objective is to reach a senior executive by phone. I can understand why business to consumer (B2C) organisations have […]
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Are you trying to find that “superstar” enterprise sales executive that can “self-generate” their own leads?
Technology companies are facing significant challenges when trying to deliver on their growth aspirations. Delivering Predictable and Consistent Revenue Growth Technology companies are under incredible pressure to grow. Not only grow, but do so in a manner that is predictable and sustainable. Predictable, so that companies can forecast accurately to manage owners’ or shareholders’ expectations. […]
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Prospecting for new business in Sydney Metro? Learn how to adapt to the current Sydney based COVID lockdown.
Prospecting for new business is challenging at the best of times. The current lockdown is presenting further challenges for folks that outbound prospect using the phone. That said, it’s not all bad news. Read on how to transform your outbound phone prospecting efforts to address the current lockdown challenges. The additional challenges With the lockdown […]
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The (almost) forgotten art and science of a phone call conversation.
Business Development Representatives (BDRs) often spend their day bashing away at keyboards sending emails, social networking updates, sending connection requests or online messages. Moreover, they are increasingly using Sales Engagement tools to automate these activities. Most of these online messages are a waste of time or at the very least could have been better delivered […]
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My Prospect Data is Rubbish!
“My prospect data is rubbish,” is a common complaint from Sales Development Representatives (SDRs) around the world. It does not matter if you are an SDR in Paris, London, California or Sydney, Australia this is a burning issue for SDRs. You need to make sure your data strategy adds value to your sales development […]
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What are my top 3 lessons after personally making over 100,000 cold calls?
The Robots are not taking over. Despite the increasing use of AI in business and our personal lives the tech is simply not there yet to start delivering on prospecting sales conversations for complex SaaS offerings. For example, think Siri. Poor Siri struggles with putting a timer on and is not anytime soon going to […]
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Why some sales development programs work, and scale, and others do not
I am not going to be popular saying this but not all sales propositions are created equal. If you are representing a business that has a proposition that is dated, the offering is commoditised, and the market is mature, then you are going to need a very creative prospecting approach that solicts interest and work […]
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The biggest 3 myths associated with running an outsourced lead generation program
Cold calling outbound prospecting does not work. When I hear this comment, it makes me giggle. You only have to take 20 seconds to look at the latest online job advertisements for Business Development Managers (BDM). 7 out of 8 times one of the key criteria for a BDM is that they can generate their […]
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