3 Cold Calling Tactics That Increased Our Pipeline 142% in 90 Days
Want to improve your cold calling success rate? Here are three proven tactics we used at LaunchDarkly to dramatically increase pipeline generation in just three months.
How to Evaluate SaaS Companies in the AI Era: A Guide for Sales Professionals
In today’s AI-driven landscape, choosing the right SaaS company to work for can make or break your sales career. Learn the key metrics and evaluation methods to identify winning organizations.
The Ultimate Pipeline Generation Plan Template to Double Your Sales Pipeline
Pipeline Generation Plans (PG Plans) are the foundation of effective territory management – when done right. But most reps either build them wrong or skip them entirely. After reviewing thousands of PG plans, I’ve developed a framework that consistently drives results.
How to Define Your Ideal Account Fit: A Strategic Guide for AE Territory Planning
95% of AEs make this common mistake in territory planning. Learn how to identify your ideal account fit and build a more effective territory strategy that matches your unique strengths.
Turn Cold Call “Failures” Into Gold: The Secret to Landing Executive Meetings
Have you noticed that most reps measure cold calls by meetings booked? After reviewing thousands of cold calls, I’ve discovered they’re missing the real opportunity – what I call “gold nuggets.” These are pieces of insider intelligence that can transform a “failed” cold call into your best path to executive conversations.
Story-telling Framework to Use in Sales
Humans love stories. We spend insane amounts of time consuming stories through TV, movies, reading, music, and other channels.
Since we’re wired to consume information through stories, why do we often sell with rigid data and boring facts?
The most helpful sales books teach sales fundamentals through stories (e.g., The Qualified Sales Leader).
I’ve found that my best-performing content is when I teach through a story.
Unsurprisingly, the best sellers have learned to sell through storytelling.
How to Engage Executives in B2B Tech Sales
You are constantly being told to “sell higher” and involve economic buyers/execs in your deals.
It’s not an easy request for your champion – they risk their reputation when they connect you with an executive.
Here is a three step framework to build their confidence enough to schedule the exec meeting:
4 Essential Reports Account Executives Should Use to Work Smarter
Working smarter AND harder guaranteed my success as an Account Executive. Here are the reports I relied on to work smarter:
1) Priority Accounts
Never waste time wondering “what account should I work today?”
Stop Wasting Time Working Mediocre Accounts
When a new AE joins my group, priority number one is helping them understand how to organize, understand, and optimize their territory for sustained success.
The most common mistake I see is putting too much weight on CRM Data: revenue, employee count, and any “Account Score” calculated by sales operations.
How to Find Your ICP
The market downturn means deal cycles are longer and win rates are lower.
One way to reverse this trend is to only spend your time with your true ideal customer profile (ICP).
Here’s how to find the people that will buy like it’s still 2021: