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More Buyer-Centric Ideas for Transforming Your Customer Acquisition Process
The Modern Sales Professional: Chef vs. Cook (Part 1 of 7)
Steve Jobs quipped this simple, yet profound idea that I’ve reflected on often since hearing it more than a decade ago:   This is the world I sought as a Sales Leader and I know in my bones there are other leaders out there that seek this for themselves and their organizations. This is a [...]

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Driven by Outcomes: The Modern Sales Professional
Why is it that some sales people seem to be able to start an engaging sales conversation with a ‘cold’ prospect, and win a next conversation easily (or at least a clear future), while others struggle to keep the prospect on the phone for even ten seconds? The answer is simple but not easy. It’s [...]

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Prospecting That Connects With CXO Buyer
In the second post for our series – Authentic Sales Prospecting Emails: Insights from a CXO: “Why I respond”– we present below prospecting approaches that competent sales professionals presented that hit the mark for our VP of Marketing, John. We are especially keen to help Sales Leaders, challenged with getting their teams to prospect and [...]

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Authentic Sales Prospecting Emails: Insights from a CXO: “Why I respond.”
Over recent months, we teamed up with one of our larger client’s Vice President of Marketing to get his running take on a few cuts out of the tens upon tens of prospecting emails he receives each week from sales people attempting to have a conversation with him; what keeps him reading, what motivates him [...]

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True Story: Transactional Sales People Are Becoming an Extinct Species
trans·ac·tion tran’  sakSH( )n,tran’  zakSH( )n: an exchange or interaction between people. The Setting: National Sales Training Week for one of our middle market clients – just over 100 cross-functional sales people in the room. The Context:  We just completed the second of five skills-development workshops for this clients’ integrated sales teams, where they learned [...]

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The Prospecting Paradox
Do your sellers cling to the belief that outbound prospecting is hard, outdated, uncomfortable, or a waste of time?  Are they dependent on leads that Marketing generates before they make a call? Why? Is it because they are unable to make desired outcomes happen with new prospects, like getting an appointment? Sales Managers and Leaders, [...]

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