Brian Berlin
Brian Berlin
Brian Berlin is founder and President of Straightline Strategies, Inc., a management consulting firm focused on helping its clients cover gaps in their go-to-market plans.
“Did I catch you at a bad time?”
Anyone who has ever been cold called has probably heard "Did I catch you at a bad time?". Or: "How are you doing?" These tired...
What do MQL and SQL Have in Common?
Eric Wittlake blogs from the Sirius Decisions Annual Summit about a new demand waterfall (i.e., funnel) that may in fact better describe a holistic...
Teleprospectors are “Challengers”
HBR Article discounts the sales "Relationship Builder" My buddy Steve Carlisle of MarketSource sent me an article from the Harvard Business Review with the provocative...
A 60-Day SCRM Challenge — Day 3
Today I discovered a whole new repository of leads--Twitter followers. I'm embarrassed that I wasn't on top of this. A follower is someone who...
A 60-Day SCRM Challenge — Day 2
Last week before I launched the 60 Day SCRM Challenge, I uploaded some prospects into Nimble CRM. These contacts were ones that I developed...
Keys to Developing a Successful Teleprospecting Campaign: Phase 4 Logistics
Logistics involves the planning, coordination and implementation of the teleprospecting campaign details. That's why it's the last step in the 4-stage process. If all...
“Give me an example of a company using Social CRM”
The best definition of anything is how it's being used. Such is the case with Social CRM (SCRM). It's taken years (and millions of...
Keys to Developing a Successful Teleprospecting Campaign: Phase 2 Messaging
My first job out of college was that of copywriter for the Western Auto catalog (basically the Kansas City version of the Sears catalog...
Prospecting and Quota Attainment
There are multiple reasons for missed quotas, which I am analyzing in more detail in my subscriber newsletter. But lack of sellable prospects ranks...