What the Wells Fargo scandal teaches about pressure-cooker sales environments
Why using email templates you find online is not helpful
By now, you have probably heard about the scandal affecting Wells Fargo. Over the course of many years, the company fostered an incredibly aggressive sales culture, with a major focus on upselling customers. The results of this culture are now playing out publicly, through journalist investigations, current and ex-employee interviews and even Senate committee meetings. […]
[3 scenarios] What to do when sales people work leads that aren’t theirs?
Outbound sales professionals are always looking for tips and tricks to increase their conversion rates. One of the most important tools is a stable of strong email templates. If you are in the business of developing leads, you are going to be doing a lot prospecting, and fielding a lot of the same questions/objections repeatedly. […]
Account-based prospecting by using customer personas
What do you do when a salesperson is working a lead that should belong to someone else? Any company with multiple salespeople will eventually have to deal with this situation. One of your reps will end up working on a lead that should belong to someone else. It could be because of recent changes to […]
Is the Business Dev Rep/ Account Exec sales model efficient enough today?
One effective way to prospect is to find companies that share important characteristics with your current customers. By taking an account-based approach, you can target a group of companies that all share similarities, and allow you to be more efficient in your prospecting. A great way to do this is by using an existing customer […]
Many sales teams use Business Development Reps (BDR/SDR) as the foundation of their inside (and sometimes outside) sales organization. The BDR/SDR role is one of research, prospecting, and appointment setting, to generate leads for the quota-carrying sales people. The core metrics that drive the BDR role are mostly all activity based: leads sourced, emails sent, […]