The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

The alternative strategy, which I prefer, is to call the contact from the lead first and then call the decision maker as a follow-up. I call this strategy “call low, then call high.” When the salesperson calls the contact from the lead, the salesperson needs to engage the contact with a relevant value proposition, which is not necessarily the most

LinkedIn proved to be an exceptional source of strong passive sales candidates. There are four steps I followed in order to source quality candidates.

Then Google came along. When devising its search engine, Google asked, “What attribute of a website can we use to automatically determine the website's relevance and authority?” Its conclusion was “inbound links.” An inbound link is a hyperlink on another website that directs back to your website. I am sure you have seen many hyperlinks. They look

When the unique strengths of the salesperson align with the company's sales context, it is a beautiful thing.

With a well-defined sales methodology, a detailed course agenda, and a strong set of performance exams and certifications in place, I was well on my way to a scalable, predictable sales training formula. The other advantage of having this structure in place was the establishment of a baseline foundation from which to measure and iterate. The sales

With a well-formed buyer matrix in place, let's get back to the original question. When should each type of lead be passed to sales?

There were three skill areas we evaluated as a prerequisite to the leadership class: performance, sales skills, and leadership potential.

“How much are you spending on inbound marketing, such as SEO, social media participation, and blogging?”

Intelligence: the ability to learn complex concepts quickly and communicate those concepts in an easy-to-understand manner.