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3 Tips for Prospecting a New Account

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Trying to break into a new account is a lot like piecing together a puzzle. You know what the final picture is going to be. It's going to be you engaging in a meaningful way with the account's decision makers. But like all good puzzles, it takes pati...

Keith Zadig

What to do When a Decision-Maker Leaves Your Target Account

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It seems like everywhere you look, your professional network is becoming more fluid. It’s becoming easier for you to find and secure new positions and it’s getting easier for your colleagues and peers to find new jobs as well. That also means it...

Matt WessonMatt Wesson

3 SalesLoft Integrations You Should be Using [Video]

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The real mark of a successful sales platform is not how much it changes the way you work, but how much the platform changes to suite the way you're already working. At SalesLoft, we put the ability to work the way you want at the center of everything...

Keith Zadig

New Research: How Much You Talk Impacts Your Close Rate

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I always find it interesting when science validates conventional wisdom. It’s both satisfying to know you were on the right track, and angst-inducing to know that following that wisdom is no longer an option. Such is the case with the traditional s...

Matt WessonMatt Wesson

Modern Sales Builders: Kristina McMillan

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In our last teaser for the Modern Sales Builders documentary, you heard Doug Landis, the VP of Sales Productivity at Box, share his thoughts on the modern sales movement. Today, we're profiling another leader in the sales industry: Kristina McMillan...

Matt WessonMatt Wesson

Watch Out! These 5 Issues Will Keep You From Reaching Your Sales VoIP Dialer Goals

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VoIP is hard. Plain and simple. There are so many factors involved in making a stable network able to handle the load of high frequency VoIP sales dialing. From network bandwidth to microwaving pizza we have seen issues of all shapes and sizes. Sa...

Sean KesterSean Kester

5 Simple Ways to Increase Your Email Credibility Today

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Have you ever received an email that looked like it was careful composed and sent from an individual only to find the reply address was something like “sales@company.com”? Oh, thanks for making me feel special…that’s a company that lacks emai...

Matt WessonMatt Wesson

How to Get Engagement from Your Target Accounts [Video]

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Account-based strategies have exploded in popularity in the past year, and for good reason. Effective selling is all about being hyper-personalized and providing real value, and an account-based approach has both of those facets in spades. But bre...

Keith Zadig

Following Up vs. Nagging. What’s the difference?

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Like anyone with a company email address and a LinkedIn profile, I get a fair amount of cold emails. In my position, it’s actually pretty useful. Every cold email is an opportunity to do some user research on how sales reps are using email to start...

Matt WessonMatt Wesson