Sales Managers: Don't expect your AEs to cold call if you don't know how to.

What’s a Rich Text element?

What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

How to customize formatting for each rich text

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Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

Sales Managers: Don't expect your AEs to cold call if you don't know how to.

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This kills me.

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Every week, I meet with leaders asking their reps to make cold calls. But they straight-up suck at cold calling. No prospect would ever take a meeting with them.

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THIS DOESN'T WORK.

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This creates a culture of hypocrisy. Asking reps to do what you're unwilling or unable to do yourself.

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If your team is struggling to build pipeline right now, get back to the basics.

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1. Do our managers know how to outbound?

2. Do our managers know what good outbound looks and sounds like?

3. Do our managers do outbound with their reps?

4. Do our managers set weekly outbound goals with their reps?

5. Do our managers reverse-engineer the sales math behind every rep's sales goal?

6. Do our managers provide weekly outbound coaching to their reps?

7. Do you, the senior leader, talk to your managers about outbound?

8. Do you, the senior leader, talk about outbound in your all-hands calls?

9. Do you, the senior leader, give public shoutouts to reps doing well at outbound?

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~~~

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This isn't rocket science.

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Don't expect your team to do what your front-line leaders cannot.

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It's time to get back to the basics.

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Get in the pit. And show your reps how it's done.

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And if you can't, you need to learn how. And quick.

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Who's with me here?

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You need to pivot to outbound and reduce reliance on marketing.
You need to move up-market to land larger logos.
You need AEs to excel at self-sourcing their own opportunities.
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