In my last blog I opined that teaching prospecting skills to individuals who lack “hunter” DNA is a fool’s errand. That said, for the right audience it’s one of the most valuable things I do as a revenue growth consultant. For example, I find that many otherwise passionate business development professionals are failing to seize upon an emerging technology that can revolutionize their prospecting efficiency and shorten their B2B sales cycles: email tracking.
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Devoted readers of my blog and newsletter may have been wondering why I haven’t posted recently. I took a detour from my consulting practice by hiring on full time with a client for fourteen months. I had an opportunity to get into a turnaround business (I'm a sucker for turnarounds) and “eat my own dog food” as a CSO. Here's what I learned.
Read MoreTags: sales coaching, sales turnaround, b2b sales leads, sales training, sales tools, sales transformation, b2b marketing, turnaround strategy, sales performance, sales strategy, The New Solution Selling, prospecting