Latest Articles
The latest thoughts and musings from Josh
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
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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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
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?
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
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
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
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
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
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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