Bullshit

Sell What People Care About
December 17, 2023

Sell What People Care About

The SaaS software you sell likely saves customers money and time. That’s table stakes. Focus your selling on things that resonate with people’s emotions.

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Sell What People Care About
December 17, 2023

Sell What People Care About

The SaaS software you sell likely saves customers money and time. That’s table stakes. Focus your selling on things that resonate with people’s emotions.

Read More
Automate Knowing When People Changed Jobs
November 29, 2023

Automate Knowing When People Changed Jobs

LinkedIn let’s you know that people changed jobs, but knowing when they changed is a bit more difficult. This is a quick guide to show you how to track it in Salesforce.

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Bullshit Alert: Outbound is Broken
November 1, 2023

Bullshit Alert: Outbound is Broken

LinkedIn “experts” claim that outbound sales is broken but only offer hard-to-execute ideas so you will either do nothing to fix the problem or pay them for consulting.

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What's the Cost of Doing Nothing?
October 25, 2023

What's the Cost of Doing Nothing?

Time kills all deals. If a sales rep can’t articulate the prospect’s cost of maintaining the status quo, then every other aspect of BANT falls apart.

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Automatically Track Your Sales Cycle in Zoho CRM
October 15, 2023

Automatically Track Your Sales Cycle in Zoho CRM

Zoho CRM makes it very easy to automate capturing when your sales cycle dates change. This article offers some guidance on how to do it.

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Date Stamp Everything in Your CRM
September 12, 2023

Date Stamp Everything in Your CRM

It’s vitally important to automate capturing dates in your CRM. It’s also really easy.

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Avoid Regret and Setup Opportunity Products Correctly
August 21, 2023

Avoid Regret and Setup Opportunity Products Correctly

Don’t be lulled into relying on Salesforce’s Opportunity Types. While those are helpful, you’re really selling products so configure those correctly.

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Tracking People Who Changed Jobs with LinkedIn
August 17, 2023

Tracking People Who Changed Jobs with LinkedIn

When you connect with people who used to work for your current customers, you have immediate rapport and can skip the long introductory process since they already know about you and/or your company.

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Level Up Demand Generation Through Research
July 31, 2023

Level Up Demand Generation Through Research

More leads isn’t the goal. SDRs need to be equipped to find the right people at the right companies who can purchase – right now.

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