The Strategic Role of BDR Teams in Modern Sales In the always-moving world of B2B sales, business development representatives (BDRs) play a critical role ...
How a Sales Process Can Minimize Hit-or-Miss Marketing
What does the sales process have to do with hit-or-miss marketing? It’s a fair question, but the truth is marketing and sales should be intertwined at ...
It may have been mentioned once or twice, but we’ve done a little work with HubSpot over the years. Not for nothing, we’re low-key HubSpot OGs that ...
Impactful B2B Marketing Requires These Core Elements
Deploying marketing that positively impacts your brand, pipeline, and revenue requires more than ever before. The days of being able to drive results ...
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 ...
SEG’s Action Selling Named to Selling Power Magazine’s Top Sales Training Companies 2024 List
Action Selling®, part of the SEG family of companies, has been included on Selling Power’s Top Sales Training Companies 2024 list. This list recognizes ...
How To Set Expectations With Your CEO On Lead Generation
Think fast – you’re new in the role of CMO and the CEO wants to know how many leads your marketing team can generate this quarter. Or you’re the new CRO ...
New York Yankees (and your sales team) need a good Farm System
If you've seen some of our LinkedIn posts/blog posts/eBooks, you know we love a good sports analogy. Today is no exception! And, since the playoffs are ...
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 ...
Team Dynamix is Here! Thrilled to announce our new sales assessment software. Team Dynamix helps B2B companies better structure their sales teams, decide ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
Historically, when a B2B company built their BDR/SDR team, they would handle all the recruiting, hiring, training, and managing. This was true when ...
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 ...
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 ...
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 ...
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 ...
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 ...
Artificial intelligence (AI) is perforating every industry in one way or another. When it comes to sales, AI has significantly changed how sales teams ...
Five Ways to Update Your Social Sales Strategy During Unpredictable Times
Navigating your social media sales strategy during an unpredictable and highly reactive news cycle can feel like a high-stakes tightrope walk, 20 stories ...
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 ...
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 ...
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 ...
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 ...
Since Microsoft bought LinkedIn in 2016 for $26.2 billion, the platform has undergone countless changes. With those changes implemented, LinkedIn is still ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
Developing your people and working through a learning and development plan is often a coaching experience that requires time, energy, and deep thought.
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? ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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, ...
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 ...
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 ...
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 ...
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 ...
LinkedIn is among the most effective resources for networking available to sales consulting professionals and sales teams. Here are tips for leveraging the ...
