by Chris Beall Sometimes on Saturday morning, I wake up with something bothering me. Today it was “Why does everyone seem to think we are on the edge of an economic disaster when it’s obvious […]
Beware the Chasm: A Hall of Mirrors Filled with the Disappointed Dead
by Chris Beall It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in […]
Sales Development: A Cryptic Weapon for Dominating Markets
by Chris Beall The B2B sales development rep, commonly referred to as an SDR, is generally considered to fulfill two functions for a growing company: The SDR role is therefore seen as a way to […]
Part 3: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall In an acquisition, cross-selling both companies’ products is essential to achieving the hypothesis for success upon which any merger is based. This plan sounds simple; however, due to the structure of traditional […]
Part 2: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall In Part 1 of this blog series, I wrote that “Almost every acquisition fails to achieve its goals as laid out at the time someone decided it was a great idea,” and ended with […]
Part 1: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall Sales is the stepchild of business. That’s why it’s the “S” lumped in with “G&A” on so many financial reporting structures. Given the obvious importance of sales, why is this? It’s simple, […]
A Recipe for Disaster…Avoidance
by Chris Beall How to eliminate the #1 risk of B2B startups in 7 easy steps: Step 1: 30 minutes Craft a breakthrough script using plain language. (See https://www.linkedin.com/pulse/five-sentences-change-your-life-part-1-chris-beall/) Step 2: 30 minutes Buy a list […]
In B2B, It’s Dominate or Die
by Chris Beall B2B companies don’t seem to last long these days for two simple reasons: The key to survival is market dominance. Why? Because if you can dominate one market segment by becoming the […]
Relative Efficiency and Effectiveness of Cold vs. Follow-Up Calls
by Chris Beall Overview: In December 2017, ConnectAndSell conducted a comprehensive retrospective study on follow-up B2B telephone calling, comparing the efficiency and effectiveness of two basic calling scenarios: Hypothesis: Anecdotal evidence and analysis of calling […]
The Rapport Equation
by Chris Beall In sales, we have long had the notion of a territory, granted as a kind of fiefdom to a salesperson willing to mine it for us. The notion is fundamentally feudal, but […]