Prospecting Emails Done Right
Kendra Lee, president of KLA Group, provides a formula for writing prospecting emails that not only get read, they get responded to. Because half the battle is starting a conversation.
3 Steps to Sell More In the New Virtual Sales World
Three words: require, practice and score. Learn what role these play in preparing reps to have more success in the new virtual sales world.
Don’t Forget to Coach Objection Handling
If sales leaders don't coach how to handle objections, salespeople often get lost when they occur. Tim Hagen reviews a three-step strategy to handle objections better.
The State of Selling With Lori Richardson
Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team.
Prospecting Versus Lead Generation
Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly.
The Reverse Sales Coaching Model Builds Ability & Confidence
From prospecting to closing, getting results from training requires a comprehensive understanding of the actions necessary to facilitate the behaviors you're after.
The New World of Hybrid Sales Requires Brushing Up On Some Old Skills
Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face.
Feedback Requires An Understanding of How to Give and Receive It
The goal of feedback is to give it thoughtfully and professionally and to receive it thoughtfully and professionally. Too often, one or both sides of that equation don't grasp how to make feedback effective.
How Digital Marketing is Changing Go-to-Market Strategies: A Conversation with Dun & Bradstreet’s Sean...
Sean Crowley, Dun & Bradstreet VP of Portfolio Marketing, explains Rev.Up ABX, a RevTech platform that culls the most important customer data to help companies better understand prospects.
Why Businesses Need a Purpose Beyond Being Profitable
Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan.