Estimated reading time: 23 minutes $563,500. That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. “Based on our studies, the average cost of a mis-hire can be six times base salary for a sales rep, 15 times base… Read More
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Estimated reading time: 7 minutes How do you get your first 10 customers? First, forget marketing. It’s great but, a little slower to bear fruit. Today, is about making your first sale. Second, forget hiring a sales person… yet. You need to figure out how your solution is sold before you know what type of… Read More
Your sales team must assume the customer either understands their own problems fully, partially, or not at all. The question is, are those assumptions correct? Jeff Thull, in his best-selling book Mastering the Complex Sale, talks about the evolution of B2B selling over the years, from a product-oriented approach to today’s full diagnosis of the customer’s problem.… Read More
You can now find and merge all your duplicate contacts in OnePageCRM. When merging contacts in bulk, all Deals, Notes and stored emails from all the duplicate contacts will be copied to the single merged contact. Single value fields like First Name Last Name Job Title Company Address (City, State, Zip, Country) Status Lead source… Read More
See how B2B sales development teams are organized in over 350 leading companies. The latest research reveals how companies are structuring their sales development teams. The report highlights how sales reps are managed, how quotas are set, and how compensation is calculated. It also reveals what factors increase performance. Is your sales team giving up… Read More
In this post I will cover: Where to get leads from. How to run an outsourced lead generation team. The cold prospecting email that will get you business. The costs of running this process. Hello (waves), my name is Alan O’Rourke. You might know me from such places as that page on the internet and… Read More