Your Prospects Are Not Psychic

Your Prospects Are Not Psychic

By Chris Beall, CEO, ConnectAndSell One should always hesitate before pronouncing something “the best,” and be even more circumspect before saying “the worst.” But what the heck? The worst thing I hear reps say to open a cold call is “Did you have a chance to read my...
At Abbott Laboratories, Allego Drives Higher Engagement

At Abbott Laboratories, Allego Drives Higher Engagement

Jake Miller Product Marketing Manager Allego As the old saying goes, “If it ain’t broke, don’t fix it.” There’s no denying that this makes sense at times, but some things don’t look broken until after they’re fixed. This is a story with which Travis Hecker, Senior...

How to Hire Amazing Sales Candidates

Jamie Crosbie, Founder and CEO, ProActivate It’s a nail-bitingly tense moment. Everyone is holding their breath, focused on the drama of the launchpad. The countdown drones on. “10…9…8…” Will the rocket shoot skyward? Or will it fail spectacularly?...

THREE QUESTIONS THAT WILL IMPROVE FORECAST ACCURACY

By Andy Smith, Senior Vice President, Sales & Marketing, AXIOM Sales Force Development I was recently working with a salesperson in Delaware and, as I stood there glancing over his shoulder at the long list of opportunities he had built up in his sales pipeline,...