Sales automation is about freeing your team to do what matters: building relationships and closing deals. The key is knowing what to automate and what to keep human.
Showing 37 to 48 of 7827 articles
Who a published campus number really reaches, what university purchasing pages permit a sales call to do, the quiet period around a bid, and when a campus can talk.
cold calling · higher education · university procurement
Six scripts for a vendor calling a campus: the department assistant, the purchasing agent, the chair, the IT leader, the open-solicitation check and the voicemail.
cold calling scripts · higher education · university purchasing
Five scripts for a credit union's own business development officer calling employers and businesses, written around the field of membership NCUA has to approve.
cold calling scripts · credit unions · field of membership
Five publishers print a sales kickoff agenda. They agree on four blocks and disagree on session length, rehearsal and where the agenda comes from.
sales kickoff · SKO · sales enablement
A catalogue of the published average sales win rates, sorted by whether the page names the population behind its own number. Most do not.
win rate · sales benchmarks · sales metrics
The published B2B sales cycle benchmarks, sorted by what each page says it counted. The same number means two different things in two of them.
sales cycle · sales benchmarks · sales metrics
Your market is a set of separately licensed trades, not one industry. Where each can be enumerated, what the credential says, and the rule on calling mobiles.
field service software · contractor software · b2b lead generation
BANT against MEDDPICC from the two artefacts behind them: IBM's own form and the MEDDPICC publisher's own mapping of four letters onto eight, and the deal each fits.
BANT · MEDDPICC · sales qualification
BATNA from its Harvard origin and the sales-training publishers who apply it: the seller's alternative, the buyer's, the reservation point, and when to walk.
BATNA · sales negotiation · negotiation
The send time studies behind the midweek morning answer, what each one actually counted, and why a broadcast finding does not transfer to a sales email.
best time to send a sales email · sales email · send time
How the cost of inaction case is built, from the publishers who teach it: the buyer's own numbers, found in discovery, kept apart from risk, and where it backfires.
cost of inaction · status quo · discovery
Land and expand as three public companies describe it in their own filings and as the sales publishers teach it: the motion, its retention metrics, and where it fails.
land and expand · net revenue retention · account expansion
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