David Dulany's Blog

​Most of us are aware that the buyer’s journey has changed dramatically in the last few years (and months given the global pandemic). 

This is supported by a CEB (acquired by Gartner) report in 2016 that shared “buyers on average are 57% of the way through their buying journey before even reaching out to a vendor”.

Fast forward a few years since that report, the explosion of Inbound Marketing, and the development of buyer journey optimized content I would argue that it is probably closer to 90%.

That is, buyers have almost all the information they need to make an informed purchasing decision.

In 2007 Chet Homes shared the statistic that only 3% of any market is in the “buying mode” now. This means that 97% of prospects aren’t actively looking to purchase a product or service.

​What sales development leaders need to know about the connection between sleep and productivity and how to get more of both.​

Even before the uncertainties of the COVID-19 pandemic, Americans were underslept. A large body of research shows we were quite unproductive as a result. During the current crisis, we face even more threats to both sleep and productivity: anxieties keep us up at night, while distractions working from home, burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom all curb our focus. Now, more than ever, it's imperative to understand the connection between sleep and productivity and invest in your team's rest.

​You might be wondering what a marketer knows about cold calls, and the answer is “Quite a bit!” I sit with my SDR team, when we’re not working remotely, so I hear their cold calls and pitches all day every day, which gives me insight into what’s working for them and what doesn’t based on the rest of the conversation.

There’s nothing more important for an SDR / BDR than the first words that come out of their mouth, and that especially holds true for an agent-assisted call, where the potential customer has been passed from the agent to the sales rep for the pitch and you have just a few seconds to gain and hold their attention.
So, what should you say and what should you NOT say?