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Why Sales People shouldn’t Prospect – An interview with Aaron Ross

January 24, 2012 • David Skok • 24 comments
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In this article I interview Aaron Ross, co-author of a new book, Predictable Revenue. Aaron discusses his experience at Salesforce.com starting a new group that used an innovative outbound prospecting approach (involving no cold calls) to create new leads. Aaron’s group came up with several important breakthroughs which enabled them add over $100m in incremental [...]

In Building for Success, SaaS, Sales & Marketing Machine, Startup Help • Tagged , , ,

Understanding the Customer Buying Cycle & Triggers

January 11, 2012 • David Skok • 15 comments

This article looks at why customers expect different interactions with you depending on where they are in the buying cycle. It also examines how specific events trigger them into a buying mode. It then explains how you can use this information to make your marketing more effective.

In Building for Success, SaaS, Sales & Marketing Machine • Tagged , , , ,