Tag Archives: Brett Wallace

Why calling prospects ‘just to touch base’ is the kiss of death

Posted on May 18, 2010 by dcoleman

There’s the “poseur,” the executive with a zippy title who confidently assures b-to-b sellers that, “I can buy anything,” and “I’m your guy,” but when it comes to signing an NDA he suddenly vanishes like the New York Knicks the … Continue reading →

Posted in Lead Generation | Tagged , , , , , , | 2 Comments

Pray to the segmentation gods

Posted on March 24, 2010 by dcoleman

When Brett Wallace took charge as VP-sales at ZoomInfo last summer, the first thing that jumped out at him was that the company’s sales reps were struggling to hit their monthly numbers.  “We were not set up to serve the different … Continue reading →

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For new sales leaders, it’s past time to update the playbook

Posted on September 8, 2009 by dcoleman

By Matthew Schwartz In June 2006 Brett Wallace was at Boston Red Sox game with his wife and some close friends when he bumped into former chairman-CEO of General Electric (and business swami) Jack Welch.  Wallace, who had just been … Continue reading →

Posted in Best Practices | Tagged , , , , , , , , , , | 1 Comment