The New Business Experts

Freddie Marryat, Marketing Manager, EngageIQSales call recordings are chronically underused by sales and marketing professionals.  Most sales managers only use them for training SDRs. Most marketers never use them at all.  It’s a huge shame because sales call...

Freddie Marryat, Marketing Manager, EngageIQAccording to McKinsey, AI has the potential to unlock $2.6 trillion of value in marketing and sales. That value isn’t limited to B2C and SaaS marketing, even though those industries receive all the attention. AI is already...

Freddie Marryat, Marketing Manager, EngageIQAccount-based selling is one of the most effective strategies your inside sales team can run.  Data from Sirius Decisions found 91% of companies report a better pipeline conversion rate with an account-based approach than...

Freddie Marryat, Marketing Manager, EngageIQEven the most talented SDRs lose sales opportunities from time to time. Leads go cold, prospects pull out, executives move jobs — it happens. But the best reps know that lost leads aren’t dead leads. With the right approach...

Freddie Marryat, Marketing Manager, EngageIQWould you rather work in an office where everyone gets along, has a laugh and hits their sales targets or a high-pressure sales environment where reps are fighting each other to get leads? Psychopaths aside, we're guessing...

Freddie Marryat, Marketing Manager, EngageIQSales incentives are much more than attractive commission packages. They do way more than boost sales figures, too. An effective sales incentives program can help reps feel valued and stay positive. Incentives can even help...

Freddie Marryat, Marketing Manager, EngageIQIt’s the question every SDR wants to know the answer to “Is it better to cold call or cold email?” While we hate to sit on the fence, they are both perfectly good sales tactics on the own. Used together, however, they can be...

Freddie Marryat, Marketing Manager, EngageIQThe Coronavirus pandemic has been tough on sales teams, and we’re no exception. Unless we have mobile numbers for prospects, it’s been all but impossible to get hold of people. Every cloud has a silver lining, however....

Freddie Marryat, Marketing Manager, EngageIQDo you care about helping your prospects, or are you just interested in making a sale? Here's a crazy idea: what if the former could facilitate the latter. That's what value-based selling is all about, and it's why it's so...

Freddie Marryat, Marketing Manager, EngageIQFew (if any) successful B2B sales calls are made by sales reps plucking a prospect at random from their CRM and giving them a call.  Yet most B2B sales reps have little in the way of a thought-through process when it comes...