Cold Calling Is Alive! How to Cold Call, Connect, Convert, and Crush on the PhoneRead
If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.”In fact, this is one of the most popular lines in the field. And yet, many of the most successful businesses still practice cold calling in 2020, and they won’t be stopping anytime soon. Why? How is cold calling…
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Frank Cespedes: How to Build and Manage Your Multi-Channel MarketingRead
Frank Cespedes teaches at Harvard Business School. His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” (Strategy + Business), “a must read” (Gartner Group), and “perhaps the best sales book ever” (Forbes). His new book (Harvard…
Laurie Page: “Calling Should Ultimately Be Part of Your Touch Cadence”Read
Laurie Page is the Managing Partner of The Bridge Group, one of inside sales pioneers and proponents. She's the thought leader in her field, an expert at developing strategic initiatives and tactical implementation plans.
Carlos Hidalgo: “Organizations need to deliver a good buying experience as part of a more holistic CX”Read
Customer Experience has become an increasingly popular term in recent years. Companies that provide exceptional CX better retain their clients. Lacking up-to-date data and a clear vision or company culture hinder a company from delivering great customer experience. Recently, we decided to learn more about CX by speaking with Carlos Hidalgo, founder and CEO of VisumCx, who has helped many…
Peter Caputa Interview – The DataBox CEO Shares How to Prospect C-Levels BetterRead
Are you struggling with prospecting to C-level? Peter Caputa, Databox CEO, told us what exactly SDRs are doing wrong and what should be changed immediately.
Mike Schultz Interview – Lead Generation Market Trends in 2018Read
We talked with RAIN Group President, Mike Schultz, about lead generation market trends, trending prospecting tactics and strategies.
Sales Specialization – Can We Survive Any Longer Without It?Read
As B2B buying cycles are getting longer and involving more decision-makers, sales specialization becomes increasingly essential to the success of a company. Instead of retaining jacks-of-all-trades, prosperous organizations choose to assign different tasks along the pipeline to trained professionals. We, at CIENCE, are sales specialization devotees and practitioners. And we strongly believe that the distribution of various selling roles among different…