Want to send human sales messages? You need a robot.

Sending human-sounding emails and other sales messages aren’t best done by robots, obviously. But it’s actually not best done by humans either. Ideally, both are used. There are two parts to winning sales messages: preparation and performance. Muhammad Ali famously observed that he had never won a fight in the ring. Instead, he said, ‘the…

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Stop throwing SDRs at Prospecting. It’s Time to Automate.

The SDR-AE model was created to make sales organizations more predictive. And it worked. Kind of. Sales did get more strategic and data-driven. But the SDR-AE model evolved as a solution that was essentially structured to solve problems the sales organization faced, not problems the customer faced. SDR-AE was ‘designed and built to make the…

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Changes To Make When Prospecting for Account Based Sales

The move to account-based selling means changing the way we prospect. In the past, there was a tendency to contact prospects and then qualify them. Even when they were prequalified, the emphasis would be on the widest funnel, with reps judged by the number of calls or meetings. Account-based selling moves the qualification phase forward…

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Here’s How To Fix Your Chaotic SDR Pipeline

Despite the best efforts of many sales organizations, they’re just not getting the reliable pipeline they need to really drive their business. It’s like trying to accelerate when the gas is watered down. How did things get to be this way, and what can we do about it? The Industry-Wide Dilemma With SDRs SDRs, or…

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