Stop using these to start B2B conversations
You're smart enough to avoid starting cold B2B outreach with "How are you?" or "I’ve heard great things about your[...]
Do this to set meetings with CISOs & CIOs
Booking meetings with Chief Information Officers (CIOs) or Chief Information Security Officers (CISOs) takes a bold, new approach strategy these[...]
The best sales engagement platform — is none
For years, sales engagement platforms (SEPs) were hailed as the answer to meeting new customers "at scale." From calls and[...]
Hiring Sales People for Startups: Lessons from the Field
Hiring salespeople for a startup is like navigating a maze with no map. Unexpected turns, dead ends. Hiring seems straightforward:[...]
Beware: Selling through curiosity
You probably believe in being curious as a sales person. Especially when making first contact with potential customers. But have[...]
The purpose of sales outreach isn’t what you think
The purpose of sales outreach is to find emotion.Hu? What? Yes. Your purpose is to find a business person so[...]
Avoid sounding salesy: Elevate status
Conventional sales wisdom sales focuses on practicalities: lead with value, get to the point and show prospects you know them.[...]
How to build a sales team: Beyond the numbers game
For decades, building a sales team has boiled down to a simple formula: more headcount equals more sales. But the[...]
Zoominfo alternatives: A buyers’ guide
Sales prospecting lives or dies by the accuracy and freshness of contact data. The wrong contact data provider will cripple[...]
The best cold email open rate is 0
It's "game over for email open rate tracking," says Jesse Ouellette, of LeadMagic, who called this years ago.Google is taking[...]
Spark Selling Academy Review: Feras Khalbuss
Feras Khalbuss | Founder, Mirus digitalWe changed everything!Curiosity was a blind spot for the business. Not just outreach. So we changed everything.Curiosity[...]
Your LinkedIn headline sucks
The more literal and descriptive your LinkedIn headline is, the lower connect acceptance rate you will get… because you’re less[...]
Sales psychology: The problem is you
Why are people ignoring your sales message? Hmmm? I have the answer. And it’s not what you’re expecting.You’ve tried all[...]
A surprising way to avoid ‘no decision’ in sales
"I don’t believe in closed-lost due to no decision. To me, it’s a misnomer," says Lucy Ventresca, a fractional CMO[...]
Does intent data work in sales outreach?
"Intent data is a big giant scam," says Joey Gilkey, CEO of Apex revenue who's founded and sold-off billion dollar[...]
Nudge theory in sales
Nudge theory is a behavioral economy tool developed in 2008. Yet it has practical application in sales too."Nudge theory is[...]
Should business emails be required to access content?
You've been asked for your email -- in exchange for valuable content. Checklists, free courses, ebooks, etc. But lately marketers[...]
How to reach out on LinkedIn in 2023
Reaching out on LinkedIn to earn a sales meeting, job interview or any professional outcome is common. And that's the[...]
Does open rate matter in sales emails?
Your open rate should be zero. Hu? Yes. Because, today, tracking open rates lowers sales outreach email deliverability. Guaranteed. Removing[...]
How NOT engaging on LinkedIn is driving buyer conversations
Social selling is, in practice, social marketing. Look around. Witness teams of sellers pushing content onto LinkedIn. All trying to[...]
3 Strategies your reps use on LinkedIn that waste time
You've got LinkedIn Sales Navigator seats ... reps' browsers are fired up. They're sharing valuable insights and racking up Social[...]
Is social selling softening your hunters?
The goal of the modern B2B seller is to get into conversations earlier—help buyers get ready to buy. Consult with[...]