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Sales Strategy

How To Write A Sales Development Playbook

Aspiring to develop a top-performing sales program for your startup can be a daunting task. Arguably the most important piece of a stellar sales program lies in having clear and defined foundations, AKA a killer Sales Playbook. According to a study by Aberdeen, best in class companies follow a sales playbook 3x as often as […]

When It Comes To Sales Prospecting, One Size Does Not Fit All

It’s a pretty common occurrence to feel like once you’ve found copy that resonates with your target audience, that you can then use that for all of your outreach to your target account list. The problem with this kind of thinking is that different departments have very different personas and will react to copy in […]

When It Comes To Email Prospecting, Personalization Is NOT The Answer

There’s been a big push in the last few years for a more personalized approach in marketing and sales outreach. Spend a lot of money on databases to find highly detailed information about a prospect  (like who their college mascot was) to make a connection and get an in. What many companies are realizing is […]

Aspirations vs Afflictions: What Triggers More Email Responses?

Human beings are highly motivated by fear. It’s one of our most basic instincts. The fear of failure, rejection, missing out, change, losing control. These are all rational fears and fear definitely has its place in motivation, however, fear is NOT the best motivator in sales. But why? Why Fear Tactics Don't Work Well It’s […]

The Importance of “Listening” to Your Email Audience

A/B tests are an excellent way to find out what wording resonates with your audience but if you aren’t finding trends in both your positive and negative responses you won’t be able to fully optimize your campaign. Looking for the subtleties in your prospects responses can be a time-consuming task but I’ve significantly improved my […]

3 Ways to Remain Human While Email Prospecting at Scale

Keep your ego small If you’ve read almost any book on sales, you’ll know that we need to keep the focus on benefitting the prospect. First, find their potential problem and then show how you can fix it better than anyone else. It’s the second part of this process that can screw up a cold […]