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Archive for August 2020

How to personalize outbound emails so people actually reply

Recently, we asked our customers which lead gen strategies worked best for them through COVID-19. Of the 203 respondents, 38% said outbound sales worked best when compared to inbound marketing, paid digital / social advertising, and webinars / digital events. That is a huge chunk of respondents and a strong indicator that if you’re not…

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Do things that don’t scale

If you ever want to know who your true friends are, I have a simple way for you to find out. All you need to do is make one of two requests: Can you give me a ride to the airport? Can you help me move? If you ask, and they say yes, you know…

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How to sell complex products to non-technical prospects

The last time I went to get my oil changed was a somewhat odd experience. For context, the way it usually goes is this:  My car notifies me to change the oil 2-3 weeks after seeing the message, I finally go to a shop They ask me questions about my car I can’t answer They…

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Use this proven four-step method to scale a sales team

Shortly after graduating college, I moved to New Orleans to do some volunteer work. I worked in the communications department of a charter school organization, and oftentimes needed to attend different events around the city to help document.  Being a recent transplant, I regularly got lost on my way. Though getting lost was kind of…

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What we learned from our recent customer survey

Surveys are a common part of modern life. Whether it’s to find out how likely you are to do something, or how satisfied you were with an interaction, there seem to be surveys for almost everything these days. The main reason for that is simple: surveys are useful.  They offer the ability for the sender…

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7 ways to optimize your sales process

Is your organization closing as many sales deals as you’d like? Many organizations have teams of marketers who optimize everything they can, including Facebook Ads, landing pages and email campaigns and more to try to generate more leads. But once a lead is generated and handed over to sales, the process often gets a lot…

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Three unique strategies to make cold calling more palatable

This is an article about cold calling. I share some tactics you can use to stay engaged and improve the experience overall. It’s great. However, before I talk about that, I want to talk about something else: vegetables.  For much of my adult life I was convinced I simply did not like vegetables. It’s not…

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8 creative ways to find B2B sales leads

Once upon a time, sales was predictable. You had a product — it might have been the only one on the market — and you sold it to the people that needed or wanted it. But times have changed.  Now, your product probably has at least two major competitors and a ton of others offering something…

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