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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


Pay No Attention To The 'All Powerful' Buyer

Posted by Matt Bertuzzi on Thu, Nov 07, 2013

For some time, I’ve had a thorn in my side about a particular ‘insight’ floating around the sales punditry.

I’ve grumbled when it was repeated on conference stages, scowled reading it on blogs, and I might have exclaimed ‘for f***s sake’ when I found in Dan Pink’s (otherwise) excellent To Sell is Human.

But earlier this week, I heard it from a young Inside Sales Rep as a ‘justification’ for not picking up the phone. That did it. I'm as mad as hell and I'm not going to take this anymore!

Here’s what he said: 

I don't believe in outbound calling. Maybe years ago, when sales reps had more info than prospects, it made sense. 

Now, the buyer is educated and has all the power – better to wait for them to come to me.

This essentially a parroting of the information assymetry idea: that pre-web we lived in an era of tyrrany where sales ruled over buyers mercilessly.

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Topics: sales tips

Why Most Demos Are Useless

Posted by Trish Bertuzzi on Wed, Jul 10, 2013

The following is a guest post by Peter Cohen, Managing Partner of SaaS Marketing Strategy Advisors.

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Topics: sales tips, saas, sales techniques

Closing Year-End Business

Posted by Trish Bertuzzi on Tue, Dec 11, 2012

Last week, I joined a dozen or so sellers in a #SalesInsiders chat on “Closing more business by year-end.” I wanted to share some of the great ideas that came out of that conversation.

More business - less discounting

  • Upsell the deals you were going to close anyway. If you have a great relationship and you know the deal is going to close, ask if there is any budget they need to spend by year-end. Before you ask, make sure you have a product/solution in mind for them to spend it on.
  • Use your Executives to call prospect Execs to get a deeper sense of the deal and what can be done to close it by year-end. That is what your executive management team is there for. They are a resource for you - use them. (h/t to Jonathan London on these)
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Topics: sales tips

How to Lose a Sale in 3 Emails

Posted by Trish Bertuzzi on Tue, Nov 27, 2012

If you’ve read this blog for any period of time, you know my thoughts on Sales Reps using email as the primary vehicle for communicating with buyers.

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Topics: sales tips, lead qualification

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