If a sale requires risking political capital, how do you establish trust? Our guest Mark Kosoglow is an expert in outreach and here to share his success tips. Mark believes that effective outreach requires multiple contacts. These contacts are done through a variety of channels and ultimately lead to a sales pipeline. Today we discuss … Read more
Episode 7: Engaging ‘Dream Customers’ in a Whole New Way – Heather R. Morgan
How do you capture the attention of someone you’ve never met in a way that encourages them to respond? Starting conversations with people we don’t know is the most difficult and the most crucial part of building a successful pipeline, but too many companies see dismal response rates to their cold email templates. Today’s guest … Read more
Episode 5: Understanding Buyer Personas – Adele RevellaBuyers are more than demographic statistics. They have sophisticated needs and are frustrated when companies fail to understand. Effective marketing requires alignment with the entire buying journey. To achieve this goal many marketers use the information in a buyer persona to guide sales interactions, advertisements, and content. Gaining true insight into the buyer’s journey takes … Read more
Episode 4: Increasing Sales and Team Morale Simultaneously is Possible – Jeremy Donovan
When your goal is to double sales productivity AND increase happiness the insight of a sales strategist is key. Our guest today is Jeremey Donovan the Head of Sales Strategy for the Gerson Lehrman Group.Jeremey believes that goals in sales and improving staff happiness can be achieved simultaneously. He views his position as that of … Read more