We are in the final weeks of 2022 and some sales teams need to close more deals before year end to make quota. The big question is “What can I do in the last few weeks of the year to close more sales?” Here are four year-end sales tactics. Work your best opportunities and best […]
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What Does a Sales Development Rep Do?
Posted by David Wallace on March 30, 2022
“What’s the role of a sales development representative?” “How does an SDR’s role differ from that of an account manager or sales executive?” In a nutshell, a sales development representative (SDR) focuses on the early stages of the sales process. The SDR owns the responsibility of filling your sales lead pipeline, qualifying leads to produce […]
Read More3rd Consideration in Selling Today: Disciplined Timing
Posted by David Wallace on January 25, 2022
This is my fourth note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at disciplined timing. Disciplined Timing Discipline is necessary when communicating, whether it’s daily, weekly, […]
Read More2nd Consideration In Selling Today – Media Choices
Posted by David Wallace on January 19, 2022
This is my third note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at media choices. Media Choices Which media or combination of media should you use […]
Read MoreDeveloping Trust in the Age of Covid-19
Posted by David Wallace on October 28, 2020
In response to my email last week, Selling in a Pandemic, one reader asked, “How can a sales professional can build trust with potential buyers without personal contact? “For me, I am thinking about more Zoom type meetings.” Zoom and other video-based tools are certainly important in building trust. The face-to-face interaction allows for communications […]
Read MoreInside Sales and Outside Sales – Working Together
Posted by David Wallace on March 18, 2010
When you employ both an inside sales team and an outside sales team, how do you divide your sales responsibilities? Without a clear definition of responsibilities, inside and outside sales reps can battle with each other instead of with the competition. If they battle over territories, customers and job roles, your customer gets caught in […]
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