Salespeople are some of the hardest workers I’ve come across. I know that might seem strange coming from a marketer, but it’s true. At every company I’ve worked for, I’m constantly impressed by the work ethic of our sales teams. But there’s one role in particular that deserves some real praise: sales development reps (SDRs). […]
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It’s hard to believe that only two months ago we launched the Conversational Marketing Certification. Let’s just say a ton of people now have bragging rights that they’re Conversational Marketing Certified. Here are some of my favorites 👇 The #conversationalmarketing certification from @Drift was awesome – and now they're launching their conversational sales certification. I'd […]
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Each year, marketers crown a new channel the “king” of marketing 👑 First it was email, then personalization, then content. Drumroll, please… according to the fifth edition of Salesforce’s State of Marketing Report, it’s customer experience. Is a relentless focus on customer experience new? Not particularly. People have been talking about it as early as […]
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Today’s sales development reps (SDRs) are the unsung heroes of the B2B sales world. I should know, I work with them every day. Hey, I’m Scott 👋 I’m the SDR manager here at Drift. After selling at Drift for a little over a year, I was lucky enough to inherit a team of four SDRs […]
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“Again and again, we see promising, disruptive companies rocketing to success, but powered by a workplace culture that drives people into the ground.” – Arianna Huffington, Founder & CEO, Thrive Global 👆That’s what Arianna Huffington wrote in response to a recent exposé from The Verge on the work culture fueling startup darling Away. In the […]
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Editor’s Note: This article was first published by Inc. here. I was talking to someone the other day, and he asked me what I thought about the idea of “hiring for cultural fit.” The problem with hiring for cultural fit is that people tend to only hire people who look and sound like them. But the culture […]
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For salespeople, social selling is often the key to success. And the more channels you’re on the better. But there’s one that stands up the rest – LinkedIn. Sure, there’s email. But that’s noisy. More often than not, you’re one of a hundred pitches your buyer got that day and emails are more likely to […]
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Modern sales meetings present unique challenges – whether it’s a team meeting or a sales call with a new prospect. And while you can’t always predict what will happen in a meeting, there’s plenty you can do to be prepared. The very best sales leaders know from experience what it takes to run great meetings, from […]
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The best way to sell? Don’t sell at all. Instead, you need to build a relationship with your buyer. In other words, act as a consultant and show your prospects how you can help solve their pain points. That’s exactly what Sarah Ouyang and the team at Lattice, a people management software provider, set out […]
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It’s important to have the right mindset when you come into work. Some people meditate in the morning to get themselves in the right headspace. Others find solace in a good book. And a few prefer to just catch a few extras Z’s on their morning commute (ideally these people don’t drive to work). But […]
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I got off the phone with a brilliant founder last night who has decided to “do enterprise sales” because she had experience working for a mega-brand and recognized a gap in the market as a result. This process of arriving at or deciding to pursue enterprise sales is pretty common in the startup world. However, […]
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Like most metrics-driven marketers, you probably focus on the number of sales calls and demos that you book for sales. However, this is not always the correct metric as some leads are not profitable to speak with, and it is unprofitable to allow them to book a call. For every unqualified lead that you prepare […]
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