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3 Types of Successful Sales Prospecting 

3 Types of Successful Sales Prospecting 

For as long as I have been in sales we have heard that cold calling/emailing is dead. Gurus like to use this eye catching headline because most sales people dislike calling strangers to convince them to have a conversation with them.  And while cold calling/emailing...

How Often to Clean Your CRM Data

In this video I share some key reasons to clean your CRM monthly versus annual. 2-5% decay every month 25% of your data is going bad every year 3 Sales Leads from Every Job Change 74% Win Rate when You use Job Changes to get into a firm Highest response rate from...

7 Characteristics For Your Ideal Client Profile

We’ve all done it…. Purchased databases that have little focus, under the belief that “We’ve sold to Company X before, so that is our best vertical market”. I, like many others, was on the hamster wheel. A repetitive cycle of chewing through large amounts of data,...
The Consequences of Cleaner CRM Data

The Consequences of Cleaner CRM Data

What can having better data and an automatic recurring tool like CRM Refresh, scanning your data do for your sales and marketing campaigns? Here is a quick slide from a recent engagement for a client using CRM Refresh with a Marketo, Salesforce, Salesloft stack. Prior...
Infographic: 7 Reasons to Clean Up Your Dirty Lead Data

Infographic: 7 Reasons to Clean Up Your Dirty Lead Data

Marketing Profs recently published an infographic from our research team. Here are the 7 reasons:  [Your data] is dirty than you think Revenue is going down the drain Keep your messages on target Stop wasting your time Make sales your best friend Stay on the email...

Ebook: 101 Sales Campaigns and Emails

Our crack research team has been digging into the email campaigns and templates that the fastest SaaS and tech companies use for their tremendous growth. Get your copy...
How to Create Content to Attract New Buyers

How to Create Content to Attract New Buyers

Why you should care?  To improve your prospecting campaigns create content for each phase of buyer awareness.  Only a small portion of your total addressable market/campaign is ready to buy your solution. The remaining population could be influenced, or have no...
Why you should NEVER prospect in your CRM!

Why you should NEVER prospect in your CRM!

[Definition] Outbound Lead Generation – the art of consistently contacting people that resemble your ideal client profile. Don’t make it harder by prospecting in your CRM. I see a fair amount of sales people and entrepreneurs buy, build or scrape a list of contacts...