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How to Prioritize Sales Leads


How to Prioritize Sales Leads

While working with sales development teams, one of the most consistent and surprising gaps I see is in lead prioritization. With teams I’ve worked with, there is a disconnect between how the data suggests they manage their leads and how they treat their leads in reality. A study by MarketingSherpa found that 79% of leads […]

Should SDRs Call or Email? That’s the Wrong Question


Should SDRs Call or Email? That’s the Wrong Question

Standing on the sales floor of a fast-growing commercial leasing company in Los Angeles, I observed two sales development reps (SDRs) performing their work with opposite approaches. The rep on the left was quiet, but typed emails furiously throughout the day. The rep on the right spent the day transitioning rapidly from one phone call […]

3 Barriers to Sales Transformation and 3 Keys to Success


3 Barriers to Sales Transformation and 3 Keys to Success

I’ve been fortunate to meet some amazing sales leaders who are experts at driving change in their organizations. These leaders understand the risks of implementing new sales processes. They carefully plan messaging and training to mitigate risk and maximize success. Time and again, these organizations have convinced me that through strong leadership and precise execution, […]

At Silicon Valley Startups, Sales Must Come First


At Silicon Valley Startups, Sales Must Come First

While I was a student at Stanford, I got the chance to attend a seminar featuring Kathryn Gould, prominent entrepreneur and venture capitalist. Speaking about her time in the 1980s at the then-startup, Oracle, Gould said something that stuck out to me. At the time, she said, “All that mattered to Larry [Ellison – co-founder and former CEO […]

How Bad Data Is Stunting Your Growth


How Bad Data Is Stunting Your Growth

Your sales organization is killing it. There is obvious room for improvement, but the company is growing by more than 100 percent each year. Everyone knows the data is dirty, but because the team is doing so well, it’s not top of mind. There is revenue to be made and data can be a priority […]