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  • Guessing an E-commerce company’s revenue

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    Not knowing the revenue range of a company you’re selling to can be a major handicap for any salesperson. With so many private e-commerce companies cropping up, the revenue numbers have been guarded almost as religiously as Coca Cola’s recipe. Finding out the exact e-commerce revenue without any inside sources…

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  • Be Omni-channel, be on the right side of retail history

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    Abandoned malls, big-box retailers declaring bankruptcy, major players shutting down flagship stores – these have become constants in the retail news these days. The way people shop isn’t the same anymore. Sometime in the early 2000s, Amazon stopped being just a rainforest and started being associated with books and online…

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  • All You Need To Know About Demand Generation

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    Back in the early 2000s, my marketing professor used to say “Marketing is a field where practice precedes theory”. How true! Marketers are experimenters. They try new ideas every week to engage with their audiences. Some of their experiments work and scale well. Theory then catches up with what works…

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  • Why email marketing campaigns shouldn’t be fully automated

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    Email marketing campaigns are notorious for their monotony. Take an email template that has been working well for you, add 2 follow-up email templates, personalise it to address the recipient by their first name and mention their company’s name somewhere and BAM! You just made yourself the most basic email…

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  • A sales rep’s diary: The fluff factor in sales management

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    When the 300 Spartans led by King Leonidas were faced by the Persian army who were numerically superior to them, they weren’t fazed. Not for a moment. They held their head high, stood to the ground, fought off and killed a majority of the Persian soldiers. They proved to be…

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  • Tested on humans: 4 steps for writing a better prospecting email

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    Let’s say you are against spam. And you found the exact reason why you should send an unsolicited prospecting email to an unsuspecting, busy, tired, stress-afflicted VP type. And I will give it to you that, the email has the right intentions and the recipient is going to thank you…

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  • How to make your subject lines stand out?

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    Subject lines can drastically change the success rate of your email marketing campaign. With almost 35% of the recipients deciding whether they should open a mail or not based on the subject line, The importance of a good subject line increases manifold. The usual pointers like “keep it concise”, “personalise”,…

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  • How to make accurate sales forecasts?

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    You don’t have to own flowy robes and crystal balls to see the future. A reliable forecasting method in place can be your clairvoyant. That’s essentially the whole idea behind revenue forecasting. Forecasting is not just a fun tactical exercise to lit some fire under a sales rep’s back. I’ve…

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  • The Product Dude: Why you should prioritize the Sign In page

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    Everyone has had to sit through the Movie Studio logo reel before the start of movies. For a long time, it used to be the same boring (or beautiful) logo, over and over for every movie. The Warner Bros Shield, the Disney Castle, the 20th Century Fox Searchlight. They did…

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  • A rookie SDR’s diary: Guessing Email IDs

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    There comes a point in everybody’s career when we are required to do “extensive cyber-research” (Come on, I’m not going use the S-word) of a total stranger to wring out valid Email IDs, let alone the correct ones. And that period has somehow made us all pretty decent Email ID…

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