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Channels You Should Care About For Effective Sales Outreach

Email, Phone, LinkedIn, lions, tigers and bears. Oh my. Whether you’ve been in sales a few days or you remember the days when a Rolodex and landline as your glory days, it’s crucial to understand how a deep knowledge of each channel plays a role in not only your success but also how your potential buyers react to […]

Sales Prospecting Definition: What, Why, and How?

Ah, sales prospecting. It’s one of the things that, in spite of the thorough guides and research, most of us are terrible at. Whether you’re brand new to dales, or a battle scarred industry veteran, it’s incredibly likely you’ve engaged in some form of prospecting. The question, though, is are you good at it? Data […]

REPORT: Optimizing Outbound Sales During COVID-19

First, read our data-driven report to outbound during COVID-19. Now, there’s a lot of uncertainty in the business world right now. Companies dusting off their business continuity plans, combing through budgets with a fine-tooth comb, preparing for the worst. Now’s probably not the right time for sales development teams to be prospecting, right?  Wrong. Prospecting […]

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 Development Playbook. According to a study by Aberdeen, best in class companies follow a sales playbook 3x as often […]

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 […]

The Science of A/B Sales Testing and Sales Prospecting Emails

Very rarely does a marketer, sales rep, or copywriter find the perfect version of copy on the first try. Marketing and outbound sales are more of a science experiment: sometimes what you try works, sometimes it fails miserably, but you are never really done tweaking and experimenting and trying new things. Just when you think […]

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 […]

You’re Selling Yourself Short By Selling In Your Intro Email

It’s every sales reps dream to have a first call with a prospect and instead of a discovery call, the buyer on the other line wants to purchase RIGHT NOW. Most sales emails try to make this happen by selling in the first email to a cold prospect so by the time it makes it […]

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 […]