by Ben Simms | Oct 15, 2024 | Managed Sales
How to Spin Long-Tail Customers into Gold In this series, we’re exploring the untapped potential long-tail customers offer B2B sales organizations. Part 1 exposes why long-tail customers, or those who spend below a certain revenue threshold, are hidden gems of...
by Ben Simms | Oct 1, 2024 | Managed Sales
Prospecting for B2B Long-Tail Customer Gold 80% of your revenue comes from 20% of your top customers, and it’s natural to focus your resources on those larger accounts that do most of the heavy bottom-line lifting. But doing so at the expense of your long-tail...
by Ben Simms | Apr 21, 2022 | Uncategorized
In my 20+ years of sales experience, I’ve observed all types of B2B salespeople in a wide variety of industries. As is true in any profession, not all salespeople are equal in their performance. Every team has top performers and average performers. I’ve been fortunate...
by Ben Simms | Oct 12, 2021 | Uncategorized
How to Hire a Rockstar SDR in Crazy Times It’s always been a challenge for B2B sales organizations to find and recruit high-performing SDRs and sales reps. But now we are in a new era that makes it tougher than ever. With more than 200,000 open positions for SDRs and...
by Ben Simms | Jul 12, 2021 | Uncategorized
Sales training is of course a big topic that covers a lot of ground. To be clear, there is a difference between training and coaching. Training can refer to a one-time activity whereas coaching is ongoing. An ideal training environment is one where coaching is a...
