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Syndication

Episode 30: Mark Roberge Joins Sales Rehab

In Episode 30, former CRO of HubSpot, author of the Sales Acceleration Formula and Senior Lecturer at Harvard Business School, Mark Roberge joins CCS® President/COO and Sales Rehab host Frank Visgatis to share his insights into current sales trends including:

  • How changes in buying behavior has fed the inbound movement
  • Necessary balance between inbound and outbound sales
  • Cold calling isn’t dead and is still necessary in today’s selling efforts
  • Need for diverse demand generation
  • Inside-out approach (old) vs. outside-in approach (new, which focuses on the buyer)
  • Aligning with today’s empowered buyer
  • Involving multi-stakeholders from the beginning of the cycle
  • Dangers of selling to non-decision makers at low levels (from inbound “leads”)
  • What great salespeople do to engage with buyers in the self-educated buying cycle – putting everything into context that’s relevant to them
  • Sense of urgency development
  • Dangers of getting “happy ears” from inbound activity
  • Take on Q4 and the dangerous behaviors seen at year-end going into the new year
Direct download: Mark-Roberge_-_11216_3.35_PM.mp3
Category:sales -- posted at: 3:51pm EDT

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