Year Two

One year ago today I wrote about my first year at CallRail. So it seems only fitting that I provide an update on the progress we have made during the course of my second year. The best news of the bunch is that the story of business growth continues. As Andy Powell CallRail’s CEO summed it […]

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June 20, 2017  |  Comments  |  Tweet  |  Posted in CallRail, Marketing, SaaS, Sales

One Year In

It seems like only yesterday I was joining team CallRail. Truth to be told it has been a bit over a year. I was reminded of this when that Atlanta Business Chronicle published an article on CallRail tripling in size adding 70 more employees to our swelling ranks. In true Atlanta style what the ABC published was […]

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June 20, 2016  |  Comments  |  Tweet  |  Posted in CallRail, Marketing, SaaS, Sales, Startups

My friends over at SalesLoft recently created an infographic on a day in the life of a sales development rep. These guys are crushing it and have their demo appointment gen down to a science. If you are building a sales engine this is a good starting point to create a prospect touch cadence and […]

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November 11, 2014  |  Comments  |  Tweet  |  Posted in Sales

Sales Is A Numbers Game

Not too ago we were having a meeting about sales activity and what a rep needed to do to have a healthy pipeline and this ended up on the white board. Essentially contact 50 prospects, reach 10 decision makers, send out 10 contracts and get 5 signatures. Directionally correct for a rep in my current […]

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May 21, 2013  |  Comments  |  Tweet  |  Posted in Sales

Hire Closers

Interesting article over on the 37signals blog on why they don't hire programmers based on puzzles or math riddles got me to thinking about how I hire sales people. I have been a little hesitant to write about this as it could potentially change the entire game for anyone bright enough to do a little research […]

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January 11, 2012  |  Comments  |  Tweet  |  Posted in Management, Sales