I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and … [Read more...] about Spearfishing vs shotgun
Off-Road vs On-Road Prospecting
Prospecting is hard. There’s no need to make it even harder. I’ve run dozens of experiments over the years on how to get through the door and start … [Read more...] about Off-Road vs On-Road Prospecting
Grandma in the elevator (GPT version)
It can happen in an elevator, or at a networking event, or when you write a prospecting email. You need to say what you do. Unfortunately, what … [Read more...] about Grandma in the elevator (GPT version)
Reps need to self-source leads
According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their … [Read more...] about Reps need to self-source leads
The Money’s in the List
“The money is in the list” is an old direct marketing adage going way back to the development of the envelope. Despite all the digital changes in in … [Read more...] about The Money’s in the List
Lost in the CRM forest?
I had a conversation this week with a business owner about how to improve their CRM data. It’s a conversation I’ve had many times over the … [Read more...] about Lost in the CRM forest?
