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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Sep 16, 2016

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams. Is it an either/or question? And, we also dig into what should you be doing to fill your pipeline with qualified opportunities and increase your close rate. Join us now!

 

 

KEY TAKEAWAYS

[01:05] What are the pros and cons of quantity vs. quality when it comes to proactive prospecting?

[02:02] Inside sales is a tough, metric-based business. Is there room for quality?

[04:30] Metrics for SDR’s are pointing more toward a certain stage of opportunity, rather than simply getting meetings.

[06:20] Are activity goals changing for SDRs? Or is it simply teaching people to make better use of their time?

[07:42] Given the charter to increase close rate on qualified opportunities from 23% to 45%, what would Bridget change in her process?

[11:05] What is Andy’s take on increasing a low close rate on qualified opportunities?

[16:45] Are there particular issues that should trigger the rapid disqualification of prospects? Or, that would cause you to qualify a disqualified prospect?

[19:20] Is Bridget a good prospect to buy a Maserati?

 

CONTACT BRIDGET GLEASON

Bridget was most recently VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at bridget@blgconsultinggroup.com.

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