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The Mass Cold Sales Email That Can Get You a 5–7% Response Rate

Leveraging LinkedIn to Send the Perfect Cold Sales Email to Your Prospects was the topic of my previous post in which I enumerated pointers that help me craft a holistic cold sales email and get noticed by high-value clients. In this post, I have highlighted the importance of investing a little bit of time to [...]
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Leveraging LinkedIn to Send the Perfect Cold Sales Email to Your Prospects

Every time you shoot a cold sales email, after mustering every ounce of optimism, you wish that your prospects actually open it. In the process, you hope it effectively communicates your value proposition and progresses a conversation to the ultimate coveted stage of a “paying client.” Only sometimes, it doesn't. Users block, or mark your [...]
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B2B Sales: Definition, Challenges and Strategies

The nature of B2B sales has been changing over the years. This change process has accelerated in recent times with the enlarged role that social media is playing. In this post, we will look at the challenges a B2B sales organization faces today and the strategies to overcome them. But first, let’s understand what we [...]
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B2B Sales Recruiting: Getting It Right Every Time

B2B sales recruiting is critical if you want sales acceleration. The right team can result in millions of dollars in future business. Hiring a wrong team member – yes, even just one, can mean slower sales growth and, equally importantly, a tremendous amount of management bandwidth wasted. Hiring also has to be done within the [...]
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B2B sales workforce planning: Definition, process, tools, pitfalls

As we had mentioned in our post of B2B sales acceleration, if you are gunning for a significantly higher sales number than the previous year, your sales team will have to chase down a commensurately higher number of leads. Your existing team may not have the capacity to address this increased lead flow. You may [...]
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Generating High Quality Leads For B2B Sales Acceleration

As outlined in our previous post on B2B sales acceleration, the starting point for accelerating sales is to increase the number of high quality leads that a business generates.
Inbound selling has proven to be the most effective method in increasing the number of high-quality leads. Inbound selling, if done well, has the power to attract the ideal lead i.e. an organization with a problem that your product solves and who is ready to buy right away. Also it can achieve this at scale.

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B2B Sales Acceleration – Strategies, Tactics, Processes and Technologies

If you are an experienced B2B sales leader or an entrepreneur with a B2B offering, one thing you surely must have been asked to achieve is sales targets that are exponentially higher than the previous year. That’s where B2B sales acceleration comes into play. Sales acceleration is the process of increasing the velocity of the [...]
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Embedding sales training and collateral in a sales rep’s daily workflow

We are very excited to announce the release of a very powerful feature in 19th Mile – our Sales Academy. It is a sales academy with a difference and it will dramatically increase the adoption of sales training. It embeds sales training content in your sales CRM workflow. If you are going for a sales […]

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Mobile Sales CRM: Mobile First, Not Mobile Only

I often get asked this question, when I tell people that 19th Mile is a mobile sales CRM – “Does it mean the entire CRM is in a mobile app?” The answer is no. A mobile sales CRM (at least according to us) doesn’t mean mobile only. It means mobile first. Mobile first means that the […]

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A sales enablement tool with a sales CRM is the optimal solution

If you are an enterprise sales leader and don’t have a  sales CRM or a sales enablement solution this might sound familiar: “We have a large sales workforce, dispersed nationwide. We generate hundreds of leads every day, which are qualified and then assigned to the field sales team, manually through email. Once these leads are […]

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