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6 Sales Prospecting Cold Calling Myths Debunked


To paraphrase Mark Twain’s famous (and often misquoted) quote, the report of the death of cold calling in sales prospecting has been grossly exaggerated. Cold calling is always going to have a place in B2B outbound sales. But it has to be the right kind of cold calling. Confused yet? Read on to learn the top myths of cold calling and why they’ve also been grossly exaggerated.

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Leads Con Connect to Convert 2019 Recap


I had the recent privilege of presenting twice at Leads Con Connect to Convert 2019 in Boston, which is an educational conference and expo dedicated solely to the Calls, Clicks, Search, and Shares sectors of the lead generation industry. This year, the focus of Connect to Convert was marketing and sales funnels, and over 1,000 industry professionals were in attendance.

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14 Sales Quotes to Motivate Your Team


What’s keeping you or your sales team from having your best B2B sales quarter and year ever? It all comes down to motivation. If your salespeople aren’t motivated, they’re not going to pick up the phone, which leads to conversations, sales, and revenue.

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How to Sell Upstream without Alienating Your Sponsor


B2B sales reps are so fixated on getting to C-Level that they forget that sales engagement access must be earned, not just taken.

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5 Ways to Not Be the Next Sales VP or CRO Roadkill


As most VPs of Sales and Chief Revenue Officers (CROs) know, the mortality rate for employment of those charged with meeting an organization’s top line revenue is quite high. Believe it or not, the job security of a VP of Sales or CRO is often determined by whether they made the number for the last quarter.

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How to Think about Sales Productivity

Research performed by CSO Insights found that sales reps are failing to meet quota at alarmingly high rates. Global B2B quota attainment was a mere 53% in 2016, dropping ten percent over five years. That means that only one in two of sales reps are likely to meet quota this year with only a small percentage entering Q4 confident that they will reach quota.

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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