You need to adjust your client segments.
You need to adjust your client segments. Approach your ICPs from scratch. And ignore the companies you’re not in a position to help right now. Here’s an exercise we’ve been doing with our clients: ✅ What companies are thriving? Zoom,…
“How do I balance quality vs. quantity?”
My answer was different three weeks ago. With all the uncertainty right now, you need to rethink how you balance the two. We’re in a world now where playing the numbers game won’t work. But as a rep, you still…
Podcast 11: Sunk cost fallacy and what to expect moving forward
Show notes Sunk cost fallacy Connect with me on LinkedIn here Check out the last webinar we did here on how to fill your pipeline during uncertain times Subscribe and leave a review iTunes Spotify Stitcher TuneIn More ways to…
Now is the time to double down on prospecting.
People are unsure of what to do. And they need leadership from someone willing to be decisive. I’m 100% in the camp that you should continue prospecting right now. Even if you’re working in highly impacted industries, you can still…
No, outbound selling isn’t going anywhere.
The inbound marketing gurus are wrong. As Simon Sinek said recently, we are NOT in unprecedented times. Companies went out of business when they didn’t adapt to the Internet. Taxis didn’t adapt to the sharing economy. And if your company doesn’t adapt…
In this episode of “In the Trenches” I talk to Aaron Drummond, Sales Manager at Place Technology.
They’re super busy right now and I wanted to pick his brain on how he’s managing his BDR team. Here are Aaron’s tips: ✅ Focus on where your customers are at right now and what they’re going through. Aaron’s prospects…
Podcast 10: Coronavirus Part 4 – Practical working from home advice #DailyProspectingTips
Show notes Join the the conversation on LinkedIn here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn More ways to grow your outbound sales More podcasts. Listen for more killer tips and interviews on everything outbound. #dailyprospectingtips. Follow for…
Ever wanted to watch someone learn how to do outbound prospecting for the first time?
Now you can. Jonathan Mahan from BombBomb has only ever worked with inbound leads. And in the next few months, he needs to learn how to do outbound—or his sales are going to dry up. We’re documenting his journey as…
Podcast 9: Coronavirus Part 3 – Be helpful to your prospects #DailyProspectingTips
Show notes Join the the conversation on LinkedIn here. Grab the slides here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn More ways to grow your outbound sales More podcasts. Listen for more killer tips and interviews on everything…
Jonathan Mahan has a lot at stake right now.
If he can’t learn how to do outbound, he might have to find a new job in the next 6-12 months. And on top of that, we’re dealing with the Coronavirus and a market where buyers are hesitant to make…
