Sales Email Personalization Research {New eBook}

Post

Sales email personalization. It's a frequently discussed topic. There is no question personalizing communications to buyers is important. However, there are questions surrounding the practical application of personalization by salespeople. We deci...

Laura HallLaura Hall

6 Steps to Designing a Sales Development Compensation Plan

Post

What would a 10 percent increase in annual sales mean to your organization? According to Gartner, companies will miss at least that amount in “lost opportunity” revenue. This is dollars left on the table due to ineffective processes for “defini...

Jeremey DonovanJeremey Donovan

2 Data-Driven Frameworks We Use to Optimize Sales Engagement

Post

For almost a decade, I had the good fortune of working for former McKinsey consultants. They taught me two simple, yet valuable, data-driven frameworks. Below, I’ll explain how we applied these frameworks to optimize sales engagement at SalesLoft....

Jeremey DonovanJeremey Donovan

5 Elements of a Winning Sales Cadence

Post

There’s a big difference between having the right tools and leveraging them effectively. You could give JaMarcus Russell a slightly deflated football and he still wouldn’t be a Tom Brady-level quarterback. The same goes for winning sales cadences...

Laura HallLaura Hall

8 Ways to Improve Your Sales Voicemails

Post

Do you get voicemails from anyone other than your mother or grandmother? With the prevalence of email and text messaging, voicemails can seem somewhat antiquated. On the rare occasion that I do receive a voicemail, the caller tends to ramble on witho...

Laura HallLaura Hall

The 6 Best Sales Books According to Modern Sales Pros

Post

“Outside of a dog, a book is a man’s best friend. Inside of a dog, it’s too dark to read.” – Groucho Marx If a book is a man’s best friend, then we all should be happy we can take this best friend anywhere. Whether it’s in the car or...

Laura HallLaura Hall

How to Incorporate InMail Into an Outbound Sales Strategy

Post

Sales revolves around creating conversations. But, starting a conversation is difficult. Incorporating LinkedIn InMail into an outbound strategy is an excellent way to engage prospects. LinkedIn is the most extensive professional social media webs...

Laura HallLaura Hall

5 Advantages of Peer Learning in Sales Organizations

Post

The sharing economy isn’t exclusive to ride sharing or finding someone to walk your dog; it also applies in the workplace. Incorporating peer-to-peer training within a sales organization is a great way to utilize the resources and knowledge within...

Laura HallLaura Hall

Selling to the C-Suite: Improving Executive Presence in New Sales Reps

Post

Imagine a large boardroom meeting. High powered executives, high stress, high reward. The winner takes the corner office. It’s the classic Hollywood trope seen in many movies and television shows. For most of us, this scenario is foreign. For a new...

Laura HallLaura Hall