One of the biggest issues sales teams face is the amount of time it takes to connect with a prospect. How many times do I have to call for them to pick up? What about the gatekeeper? Am I trying to reach the right person? These are all questions...

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By: Brad Seaman On: January 21, 2016 In: Lead Generation, Sales Process, Sales Training Tips Comments: 0

There is no shortage of available advice on how to network successfully. Most of it, however, tends to focus on tips for best presenting yourself and your product. Presentation is key, but it’s not exclusive. Equal time should be spent developing well-articulated goals for each connection before you shake...

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It’s no secret that it’s a constant tug of war between sales and marketing on who owns teleprospecting. Who owns what part of the sales journey? What constitutes a qualified lead? What is the logical progression of a lead-turned-buyer? These are questions that both teams are asking and not...

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By: Brad Seaman On: December 03, 2015 In: Lead Generation, Sales Performance Comments: 0

You’ve heard about the high costs of replacing a valuable employee. When it comes to a core sales rep, the average cost is even higher — $1 million in lost opportunity, productivity, and replacement expenses, according to Salesforce. To make matters worse, it can take another 6 to 12...

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By: Brad Seaman On: December 01, 2015 In: Lead Generation, Sales Performance Trends Comments: 0

Ever since Jim Collins released the bestseller Good to Great nearly 15 years ago, managers have been borrowing his analogy about “getting the right people on the bus” — to achieve the results that can make a business stellar. Of course, even as Collins further explained in his book,...

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By: Brad Seaman On: November 19, 2015 In: Lead Generation Comments: 0

Technology has changed everything. Inbound. Outbound. Social. Emails. Marketing data. Those are just a few of the ingredients teams are using to come up with a strategy to hit their numbers in this increasingly complex world of sales. Yet, high-tech companies like Google, Yelp, and Groupon used the decades-old...

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By: Brad Seaman On: November 17, 2015 In: Lead Generation, Prospecting Enablement Comments: 0

Nothing has changed. Picking up the phone to call a prospect is still an effective way to get a qualified lead. Make more of them, and you’re more likely to hit your goals. But, as with any strategy, you need to master it to get great results. For this...

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By: Brad Seaman On: November 10, 2015 In: Lead Generation, Prospecting Enablement Comments: 0

As a sales manager, you’re all too familiar with the daily challenges your team is up against. How about too few hours in the day to tackle all the tasks of required to get a sale — from researching data and following up on emails to making the cold...

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By: Brad Seaman On: November 05, 2015 In: Lead Generation, News Comments: 0

When making sales calls, your team may feel like they’re engaged in an endless game of “Where are you now?” as they try to make a connection with a person who can make a decision. They’re gathering data to make meaningful conversations. They’re checking email. As a matter of...

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By: Brad Seaman On: November 04, 2015 In: Lead Generation, Prospecting Enablement Comments: 0

You hit the goal, made the basket, scored … whatever analogies you and your sales team use to mark a win, it’s important to remember that the game is never over after a deal has closed. It’s only one more step in the process. Keep your eye on the...

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