As President & Chief Strategist of The Bridge Group – and the self-proclaimed “Queen of Sales Development” – Trish Bertuzzi has made a name for herself by advising companies that want higher performing sales development and inside sales teams. According to Trish, the team with the hardest job in the entire sales process is the […]
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Editor’s Note: The following is a guest post. Interested in contributing content to the Drift blog? Email Gail Axelrod at gaxelrod@drift.com. 59% of customers prefer to do an extensive amount of research before talking to a salesperson when buying a software product, according to a Forrester report from 2015. Does that mean sales is an unnecessary […]
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The tactical details of the sales process vary from company to company and even from individual to individual, but there are certain universal insights that will help any sales team thrive. Once revealed, these foundational concepts may seem like common sense, but the truth is that many people don’t really learn them without a good […]
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1 year ago I did a weird thing… I spent two months going from CEO to SDR. I was CEO of Siftrock at the time and wanted to learn about outbound sales development. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email. […]
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Editor’s Note: This article was first published by Gong.io here. I’m not a natural salesperson. I had to learn to sell manually. And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I can almost hear your […]
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There are only 27 business days left in 2018. 27 selling days, 27 days to hit your 2018 revenue goal. Every day and hour counts. Which means every meeting counts. You probably already have your plan – how marketing can pump more meetings into the sales team’s calendar before we call 2018 a wrap. But […]
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Let’s take a little trip down Sales Memory Lane. You’re a BDR or SDR cold calling prospects. Maybe you’re lucky enough to get one in 100 people to pick up the phone. But when they do, the prospect doesn’t even know why they’re being called. Then comes the heavy lift, especially for an inexperienced rep, […]
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I normally don’t read World Economic Forum reports. But if I did, it might be about some cool new tech like blockchain or crypto currencies. It’s highly unlikely it would be the WEF’s 147-page “The Future of Jobs Report 2018”. But that’s the report I found when researching a new job function I’m recruiting for […]
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Take a minute to think about why you send cold sales emails. To spread the word about an offering? To build links? To share some news or prompt an action? If there’s one goal all sales and marketing teams can agree on, it’s to start a conversation. Now consider this: The average person receives 125 […]
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When you look back on the past decade of B2B sales and marketing, there’s been one constant — one thing that buyers and businesses alike could count on, day after day, week after week, month after month, and year after year… Waiting. As B2B marketers and salespeople, we’ve been conditioned to make our buyers wait. […]
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TL;DR: This is something every sales team can start getting ROI from immediately with no customization and it just works. You email people and they come to your website, and there you are with a personalized welcome for them. Here’s why that’s important, what all that means, and a 15 second, two click setup tutorial is […]
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Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the […]
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