We’re opinionated about sales, and darn proud of it.
Rex Biberston
Co-author of the best-selling Outbound Sales, No Fluff and 2x SDR agency owner. Worked with over 100 early stage sales teams. Rex lives and breathes sales.
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Vic Biberston
20+ year veteran of the video security industry. Closed more business than you can shake a stick at. And as Rex's father, he claims to have taught his son everything he knows.
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Sev Johnson
Bootstrapped a multi-million dollar vinyl record company. Rose through the sales ranks to become CEO of a software business. Sev's diversity of experience benefits every client he works with.
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What do we get on our soapbox about?
The list isn't short.
Time management
We obsessively track time spent & have taught the sales teams we work with to do the same. Turn the efficiency up to 11!
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Process before technology
Many of the client challenges we tackle come down to sales process, not tools. Even great tech can't save a bad process.
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The prospecting formula
We learned long ago that outbound sales success comes down to Target + Message + Channel + Timing. In that order.
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Sales coaching definition
Call critiques & ridealongs aren't sales coaching . Coaching requires a 360 degree view, prioritization, and consistency.
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Measure what you manage
KPIs should be actionable or they shouldn't be measured. Enough with the flashy dashboards and convoluted reports already!
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Work those sales buckets
Grouping and prioritizing sales activities starting with deals closest to closing, all the way back to strangers, will 4x sales effectiveness.
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