Inbound or outbound? What’s better?
That’s the wrong debate. It isn’t about either/or. It’s about both. If you’ve traditionally been an inbound company—or have a mostly inbound sales team—outbound can be a great complement to your client acquisition efforts. But not all outbound is created…
How should you prospect on LinkedIn?
You can send video and audio messages. That’s the shiny object right now. But the novelty is starting to wear off with all the noise on LinkedIn. And the content of those messages is becoming more important. Communicating on LinkedIn…
Is outbound right for you?
For many companies, it isn’t. This isn’t a popular opinion—I’m 100% of the belief you should build an inbound engine BEFORE you build an outbound engine. If you haven’t generated business through content, social media, partnerships, paid search, etc. you…
Be someone worth talking to with something worth talking about.
My good friend Jeff Bajorek says this a lot. And it’s the most fundamental way you can check yourself as a sales professional. Be someone worth talking to ✅ How are you different from every other sales rep out there?…
Do you need a script?
There’s a lot of binary thinking out there on this one. “I live and die by my script!” “They’re bullsh*t!!! Only a rookie would use a script!” But the argument is mostly semantics. Everyone has a different definition of what…
Do salespeople need a personal brand?
I know, I know. Two talking heads telling reps what they should and shouldn’t do. But it’s a hot topic right now and we couldn’t resist. Let’s stop treating it like it’s binary. It doesn’t have to be all in…
Sell the way you buy.
Sounds simple enough, right? But here’s the problem: do you enjoy talking to salespeople? Most of us would respond with, “heeeellllllllll no.” But in sales, we do a job every day where we do not enjoy most interactions with others…
Salesloft studied 739 SDRs who worked for Salesforce in the U.S.
They found major patterns in those who succeeded and got promoted vs. those who did not: 🚫 College ranking 🚫 College major ✅ Years of prior work experience ✅ Relevant past work experience ✅ Athletic experience Jeremey Donovan is digging into…
25 talks down, 15 more to go!
We’re down to the last 6 weeks of the Think Outside the Script summer virtual tour. 5,453 sales professionals have participated in the event so far and it’s been awesome. Some heavy hitters left on the lineup talking about these…
Using direct letter campaigns in your outreach?
Dale Dupree dropped some fire on the Think Outside the Script virtual tour a few weeks back. He shared three direct letter campaigns you can use in your prospecting cadences. 🗑 Crumpled Letter Hi Jason, First things first, you’re probably wondering…
