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    Running Tests in Your Prospecting Sequences? Don't Forget to Go Big.
    Tom Stearns
    • Mar 20, 2019
    • 2 min

    Running Tests in Your Prospecting Sequences? Don't Forget to Go Big.

    If you’re an SDR using sequencing technology (Outreach, Salesloft) you have the ability to test and test and test — from steps to subject...
    12 views0 comments
    What will you ask?
    Tom Stearns
    • Mar 1, 2019
    • 1 min

    What will you ask?

    To improve the quality of your conversations focus not on “what am I going to say!” and instead on, “what am I going to ask?” This...
    13 views0 comments
    A Discussion on Sales with Matt Walsh
    Tom Stearns
    • Feb 12, 2019
    • 1 min

    A Discussion on Sales with Matt Walsh

    Matt Walsh of Noted Analytics interviewed me for his series on Sales and Marketing: #NEVERLUNCHALONE. We talk Sales and Marketing...
    3 views0 comments
    Build a Work-Back Plan to Keep Your Opportunities on Track
    Tom Stearns
    • Feb 8, 2019
    • 0 min

    Build a Work-Back Plan to Keep Your Opportunities on Track

    7 views0 comments
    Set a Daily Goal for an Activity that Stretches You
    Tom Stearns
    • Feb 8, 2019
    • 0 min

    Set a Daily Goal for an Activity that Stretches You

    4 views0 comments
    Don’t Squander the Handoff Meeting
    Tom Stearns
    • Feb 8, 2019
    • 0 min

    Don’t Squander the Handoff Meeting

    1 view0 comments
    Do Pre-call Research and Contextualize it
    Tom Stearns
    • Feb 8, 2019
    • 0 min

    Do Pre-call Research and Contextualize it

    4 views0 comments
    How to Manage Your Sales Team’s Conversation Skills
    Tom Stearns
    • Aug 7, 2018
    • 5 min

    How to Manage Your Sales Team’s Conversation Skills

    By defining, documenting, tracking, testing, and coaching conversation tactics, your sales team can rapidly improve. Good salespeople...
    29 views0 comments
    How to Manage Your Sales Team’s Conversation Skills
    Tom Stearns
    • Aug 7, 2018
    • 5 min

    How to Manage Your Sales Team’s Conversation Skills

    By defining, documenting, tracking, testing, and coaching conversation tactics, your sales team can rapidly improve. Good salespeople...
    5 views0 comments
    The Magic of Open-Ended Questions
    Tom Stearns
    • Jul 30, 2018
    • 1 min

    The Magic of Open-Ended Questions

    Good open-ended questions can be magical. I’m always discovering new phrasing from talented reps. #salestips #salesadvice #insidesales
    7 views0 comments
    Why Not Pitching is Your Best Sales Strategy
    Tom Stearns
    • Mar 30, 2018
    • 3 min

    Why Not Pitching is Your Best Sales Strategy

    This article originally appeared on Smashing Quota. Many salespeople mistake pitching with selling. Here’s what happens: the prospect...
    1 view0 comments
    Why You Have to Get Your SDRs Out of Salesforce (Kind Of)
    Tom Stearns
    • Feb 5, 2018
    • 1 min

    Why You Have to Get Your SDRs Out of Salesforce (Kind Of)

    For the whole story, please go here. #salestips #salesprocess #SDR #salesadvice #insidesales #prospecting
    1 view0 comments
    Why You Should Always Be in Hiring Mode
    Tom Stearns
    • Feb 5, 2018
    • 1 min

    Why You Should Always Be in Hiring Mode

    #salestips #sales #salesstrategy
    1 view0 comments
    A hands-off way to motivate your sales team is through clear targets and reporting.
    Tom Stearns
    • Jan 17, 2018
    • 1 min

    A hands-off way to motivate your sales team is through clear targets and reporting.

    #salestips #sales #salesstrategy #insidesales
    1 view0 comments
    How to Create Urgency on Your Sales Team
    Tom Stearns
    • Dec 18, 2017
    • 1 min

    How to Create Urgency on Your Sales Team

    Planning and accountability creates productivity and urgency. #salestips #salesadvice
    2 views0 comments
    Conclude Every Sales Call with a Definitive Next Step
    Tom Stearns
    • Nov 9, 2017
    • 1 min

    Conclude Every Sales Call with a Definitive Next Step

    Are you closing your calls properly? It ensures you're in control of the process. And customers want you to own this process. #sales...
    3 views0 comments
    Language Matters. Clean Up How You Speak.
    Tom Stearns
    • Nov 2, 2017
    • 1 min

    Language Matters. Clean Up How You Speak.

    Clarity of thought is reflected in how we speak. And it matters. Listen to yourself and clean up distracting words like, “um,” “like” and...
    2 views0 comments
    Two Important In-Call Metrics
    Tom Stearns
    • Nov 1, 2017
    • 1 min

    Two Important In-Call Metrics

    Two in-call metrics to pay attention to: % rep talk time vs customer and number of questions being asked by the rep. #sales #insidesales...
    1 view0 comments
    Why Trade Shows Bring Marketing and Sales Together
    Tom Stearns
    • Oct 22, 2017
    • 1 min

    Why Trade Shows Bring Marketing and Sales Together

    #sales #tradeshows #conferences
    2 views0 comments
    The Cold Call Open: It Can Make or Break You
    Tom Stearns
    • Oct 11, 2017
    • 1 min

    The Cold Call Open: It Can Make or Break You

    #coldcalling
    2 views0 comments
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