Blog
PUT ME IN, COACH: The Danger in Dual Roles
Imagine you’re watching Sunday Night Football. It’s overtime, and your favorite team is down to one last play. In the huddle, they call the only one that ...
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The Changing Landscape of Inside and Outside Sales
Recent studies have found that in the world of sales, outside sales are still the dominant style, but inside sales are growing at a faster rate.
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Turning One Webinar into 20 Pieces of Content
If you follow Gary Vaynerchuk ("GaryVee") on LinkedIn, you might have seen him use the following concept. The idea is to start with one big piece of ...
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Use AI to supercharge your lead generation
Artificial intelligence (AI) is perforating every industry in one way or another. When it comes to sales, AI has significantly changed how sales teams ...
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Outsourcing a BDR/SDR team
Back in 2011, Aaron Ross released his bestselling book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of ...
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How to Set Up an Effective Sales Training Program that Drives Outcomes
There is a lot that has been written lately by Gartner (Buyer seller journey) and others like CSO insights (2018 Buyer Seller gap) that highlights how ...
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How to Get Your Company's Brand Strategy Ready to Rebound!
I’m writing this as the nation and particularly Chicago is fervently watching “The Last Dance,” the compelling documentary of the 6th championship season ...
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SCRIPTS KILL DEALS: The Real Reason Many SaaS Deals Fail
Employees within great SaaS companies adore their own technology; so much so that they seldom ask prospective clients what outcomes they need in order to ...
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Building a BDR Program - 5 Things we Learned from Brian Bourke at SEKO Logistics
Last week, we hosted a webinar with special guest Brian Bourke, Chief Growth Officer at SEKO Logistics. During this (virtual) fireside chat, we asked Brian ...
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What’s Your Sales Process? 3 Tips to Avoid the Big Fail
Depending on the source, either Ben Franklin or prominent, 1970s author, Alan Lakein, famously said that failure to plan was planning to fail. They were ...
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5 Sales Techniques that Set You Apart from the Competition
Regardless of the company or industry, every salesperson has competitors. It’s up to you to leverage your knowledge and sales expertise in order to set ...
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Driving Revenue Through Inbound and Outbound Techniques
Companies have problems. All sorts, shapes, and sizes. Sales solves a lot of those problems. Because of that, companies attempt to grow revenue in all ...
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Building a BDR/SDR Team from Scratch: 9 Best Practices from VP of Sales Josh Fosburg
We were thrilled to have Josh Fosburg (VP of Enterprise Sales - WordPress VIP) join us for a webinar focused entirely on building BDR/SDR teams from ...
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Exceed Your Q4 Number with These Easy-To-Implement Marketing Strategies
Autumn is here, but it’s not too late to impact 2018 results with these easy-to-implement marketing campaigns.
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SCIENCE AND SALES: Do They Go Together?
Developing your people and working through a learning and development plan is often a coaching experience that requires time, energy, and deep thought.
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How Aligning Sales and Marketing Bolsters Pipeline: 11 Best Practices from Jason Torgler at A-Lign
Sales and marketing efforts rarely grow at the exact same pace. In some instances, marketing comes first and the sales team figures out, "Alright, what do ...
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After the Webinar is More Important than Before the Webinar
Imagine a hierarchy of content marketing efforts (in terms of how much time and resources are needed to create). Personally, I'd rank blog and social media ...
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Private Equity, BDR Teams, and... Tom Thibodeau?
At Sales Empowerment Group, we love using a good sports metaphor in our blog posts. So, when we heard Tom Thibodeau, the current New York Knicks coach and ...
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Not all marketing is measurable
You know that Clark Griswold-esque house in the neighborhood? The one that's got a few blow-up snowmen in the front yard. Hundreds, if not thousands, of ...
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SEG All-Star Alums: Hear From Gabriel Sanford and Azucena (Suzy) Gonzalez
No two BDR/SDRs have the exact same path at Sales Empowerment Group (SEG). But the ideal career "journey" for our sales professionals looks something like ...
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You Want to Be a Leader, But Can You Handle the Truth?
After being fortunate enough to be in positions of leadership for over 30 years, my experience taught me the truth of why leaders fail and succeed. Many ...
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Building a BDR Team: Our new BDR is "afraid of the phone"
When building your BDR team, especially if you’re hiring right out of college, it’s common for a few new hires to come in and be reluctant - or downright ...
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Are You Watering Your CRM Garden for the Best Yield?
We all know that if you tend to a garden by preparing the soil, are diligent in watering, pull out weeds, and give the plants the necessary nutrients, they ...
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Four Reasons LinkedIn Is More Critical than Ever
Since Microsoft bought LinkedIn in 2016 for $26.2 billion, the platform has undergone countless changes. With those changes implemented, LinkedIn is still ...
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How to Build a B2B Brand Strong Enough to Be Considered an Industry Leader
Marketing is about improving your odds of success and successfully branding your product or service is a powerful way of doing just that. Here are some ...
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SEG All-Star Alums: Hear from Jillian Laughlin and Mykhal Suide
Over the last 10 years, we've hired, trained, and managed over 1,000 BDR/SDRs. During this time, we've developed our own version of Cooperstown with our ...
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Ted Lasso: Secretly Content Marketing?
I was watching an episode of Ted Lasso when it hit me: Is this secretly an Apple commercial?
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How to Turn Suspects Into Prospects and Customers
While visiting a new client recently this subject came up… “How can we do a better job of converting suspects and prospects into customers? What kind of ...
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Accelerating Revenue with Lead Generation
The evolution of sales continues to be everchanging; however, one thing stays very consistent: how do you fill the frontend of the sales funnel with leads? ...
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January Newsletter
Team Dynamix is Here! Thrilled to announce our new sales assessment software. Team Dynamix helps B2B companies better structure their sales teams, decide ...
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CEO Thoughts with Exacto, Inc. CEO Andy Blake
We recently sat down with Andy Blake, CEO of Exacto Inc., to get his thoughts on the experience of partnering with SEG. Read his answers to questions ...
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What are the Traits of a Great Sales Rep?
Last week I had the pleasure of speaking at SalesHacker Midwest, here in Chicago. It was a dynamic mix of sales people and sales leaders - B2B sellers in a ...
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Understanding the Millennial Corporate Culture
As the demographics of the American workforce continue to change, we can expect to see a number of cultural shifts in the workplace. Corporate cultures ...
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How Sales Outsourcing Can Help Transform and Grow Your Company
There are many compelling reasons to consider sales outsourcing for startups, family owned-businesses, investment-backed businesses and established ...
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Why You Should Spend Advertising Dollars on a BDR/SDR
I don't want this post to come across as anti-ad agency.
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How to Increase Odds of Finding the Right VP of Sales
Over the past few years, there has been a big shift in the Sales Management and VP of Sales role for small- to medium-size organizations.
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“Straight from the Street Series” - #4
Straight from the Street Series - Article #4
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“Straight from the Street Series” - #1
Straight from the Street Series - Article #1
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Achieving a Trusted Advisor Relationship with a Client
This is the ultimate level of establishing a relationship with a client. How do you get there?
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How to Avoid Overspending on your Virtual Sales Team
Outsourcing sales and marketing is a significant growth driver when scaling your business. Virtual sales teams allow companies to acquire new customers ...
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Four Traits of a Great Sales Rep
Recently I had the pleasure of speaking at SalesHacker Midwest here in Chicago. It was a dynamic mix of salespeople and sales leaders – B2B sellers in a ...
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How to Become Your Client’s Trusted Advisor
Every sales professional strives to build great relationships. The ultimate level is that of a Trusted Advisor. So, how do you get there?
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Recruit. Train. Manage. What we can learn from Tom Brady and Patrick Mahomes
Patrick Mahomes was the 10th pick in the 2017 NFL Draft. Second quarterback taken.
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How to Build a Healthy Inside Sales Team: An Overview
What are the best indicators of fitness? Turns out, it depends on who you ask. Experts like those in the U.S. Army or heading the YMCA, stick with four ...
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Have You Included Super Users to Your CRM Ecosystem?
Identifying and Preparing Your CRM Super Users
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Building a BDR Team: Creating a Winning Environment
This is an ongoing series about building a BDR team and overcoming some of the common challenges that arise—especially if it’s your first time building one ...
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CRM Automation = Recurring Revenue
Out of sight, out of mind — be it with clients or prospects, it’s a dangerous position for companies and their sales team to be in. Prospects may not ...
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“Straight from the Street Series” - #3
Straight from the Street Series - Article #3
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4 Ways to Sell Yourself on LinkedIn
LinkedIn is among the most effective resources for networking available to sales consulting professionals and sales teams. Here are tips for leveraging the ...
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Hiring Lesson from a 6-Year-Old – 'Straight from the Street Series' #2
When it comes time to find your next great sales all-star, one of the most frequent questions I hear on the street is, “What traits should I be looking for ...
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The Time to Grow is Now
There is no ignoring the fact that the pandemic changed how B2B companies communicate with clients. Everything from prospecting to closing deals. ...
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BDR/SDR Outbound Victories - November
One of our BDRs, Natalie, will be hired away this month after being on her account for less than two months. The exciting and unique twist is that the ...
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BDR/SDR Outbound Victories - October
Shoutout to Molly Chesna who was hired away by our client. Molly was at SEG for 7 months and since then set over 240 meetings. Our client has created a ...
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Outbound Sales: Prospecting During a Pandemic
Cold calling is never easy….
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Why You Need KPIs before Building Your Marketing and Sales Technology
Which comes first, the plan or the KPIs?
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Tips to Become a More Successful Salesperson
As every salesperson knows, there are “easy” sales and there are “tough” sales. When a sales prospect becomes a buying customer, all’s right with the world ...
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Discussing Accelerating Revenue Growth with Businessolver’s Dave Moore
Dave Moore, Senior VP of North American Sales for Businessolver on accelerating revenue growth.
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You Bought Your CRM and Added Fields, Now What?
Do you know the number one reason CRM system fail? User adoption. In fact, Forrester Research says “lack of user adoption is responsible for 70% of failed ...
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BDR/SDR Outbound Victories - September
Historically, when a B2B company built their BDR/SDR team, they would handle all the recruiting, hiring, training, and managing. This was true when ...
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8 Reasons Why Sales Reps Stop Prospecting
Ups and downs, strikes and gutters—it's the world of sales. All reps struggle with the opposite poles of trying to find new clients while trying to take ...
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How an Outsourced Consulting Firm Can Optimize Your Sales Operations
Businesses that lack a consistent, efficient sales operation are likely to find themselves challenged by competitors better equipped for sales enablement, ...
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Accelerate Growth with Customer Success: 7 Best Practices from Carema Consulting
At least 90 percent of our blog's content focuses on new business sales, BDR teams, and/or content marketing. Even our name itself, Sales Empowerment ...
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BDR/SDR Outbound Victories - December
Great story to share as we close out 2021.
