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…
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…
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…
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…
Ran a killer webinar last night with a group of reps who are choosing NOT to sit around and wait for things to happen right now.
In a time where prospects are indecisive, these reps are choosing to take action. And I freakin’ love it 😊 I’m tired of people saying that “no one knows the answer right now.” I get where they’re coming from, but…
Working remotely for the next month? Many of your prospects are too.
Working remotely for the next month? Many of your prospects are too. Now’s your time to take full advantage of all the other channels at your disposal. Prospects are much more likely to have a few minutes to see your…
“I want a meeting with the decision-maker!”
We can be so focused on this that sometimes we forget… There isn’t one decision-maker. Landing a meeting with the C-suite is great. But that isn’t usually where the conversation starts. This isn’t exclusive to the enterprise. It’s any company…
