Our Resources

Tonality may be the most important factor in cold calling success. Tonality is related to how you sound when you speak as opposed to what you actually say. There are three kinds of tonality, Rapport Seeking, Neutral and Rapport Breaking tonality. Using the wrong one can seriously hamper your ability to sell effectively.

Today I’m going to walk you through a metric that we track religiously - that is often overlooked.

Here’s the final stage of our 4 part framework. The Close.

7 Meetings in 5 hours.

It’s an alternative to the pervasive multi-channel approach that most companies run.

Despite being a small market, New Zealand is home to some truly innovative and successful technology companies. But, companies like Zero, Pushpay Gentrack and Serko couldn’t have achieved the massive revenue and valuations they currently command without selling to a global market. New Zealand is just too small for any B2B SaaS product to achieve that kind of scale locally. Xero has customers in 180 countries and now generates less than 20% of its revenue in New Zealand.

Setting up a dedicated prospecting team is a great way to drive new sales opportunities every month. Executed incorrectly however, it can cost a lot of time, money and momentum that you can’t get back.

To build a world class SDR organisation you’ll need a world class group of SDRs. To get them and keep them you’ll need to run a world class recruiting and onboarding programme. Here are a few pointers on how to do just that. We’ve split the recruiting and retention process into three stages. Pre-interview, Interview and Onboarding.

When you’re running an outbound sales programme you need a clear understanding of who you’re selling to.