Men vs. Women: When it Comes to B2B Sales Emails, Does Gender Matter?

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Potential gender differences can be a touchy subject, especially in today’s environment. In our research on sales email engagement, we had to move past our fear of addressing the question of gender. We wanted to answer one simple question: When it...

Jeremey DonovanJeremey Donovan

Always Be Helping: The Sales Success Secret Sauce

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In Hollywood’s most famous movie about sales, Glengarry Glen Ross, Alec Baldwin’s character, Blake, hammers home the “ABCs” to his salespeople. In the middle of his tirade, he tells a burned out, tired-looking group of men, “Always Be Closi...

Laura HallLaura Hall

Best Practices for Personalized Sales Emails {Video}

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Email is one of the most common ways to communicate in sales. However, it's a quick way to burn leads if you don't have the right approach. In the video below, one of our Commercial Sales Professionals is sharing a few Best Practices for Personalize...

Keith Zadig

Sales Email Personalization Research {New eBook}

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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

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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

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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

8 Ways to Improve Your Sales Voicemails

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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

How to Incorporate InMail Into an Outbound Sales Strategy

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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

Creating a Winning Sales Onboarding Program {Video}

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Onboarding is one the most important aspects of any sales enablement program. Developing an effective onboarding program ensures that new reps have the skills and market knowledge in place to be successful. In the video below, Shawn Fowler, Direct...

Keith Zadig