When I ran my first internet business in the 90s, I was so busy doing sales that I had no idea what content was. Content was what I did after midnight – a late night dessert. Like some people’s version of the 1960s, I don’t remember most of my content, but I do remember the sales.

Blood, Sweat and Sales!

The hardest white collar job is sales. Period. The sales and sales development teams at Panaya start every quarter at zero. How do they sleep at night? How do they relax after a tough day? Pick up the phone and sweat.

They should dedicate a stamp to the modern sales people. Better yet, add them to Mount Rushmore next to Washington, Jefferson, Roosevelt and Lincoln.

Who do you call first thing in the morning? How do you time your sales calls?

Every Click You Make

Like most B2B companies, we have a scoring system at Panaya. It’s a legitimate version of The Police’s hit “Every Breath You Take.” Every action our prospects take is worth a set of points. When you hit the high score, you can expect a call from sales development.

With every click you make, we’re scoring you.

When you’re selling a complex – but very useful – SaaS service, like a 5 star Italian meal, you need to give your diners time to digest their food.

Your Almost Qualified Leads

Your Salesforce dashboard is your cockpit. You know where you stand. You need that bonus to pay for your dream vacation to Treasure Beach, Jamaica. You can smell the Caribbean sea breeze.

Take a look at your leads. Who is *almost* there? This is your prey. They’re one click away from becoming a qualified lead. Create a campaign for your Almost Qualified Leads. Give them something easy to do – click on a newsletter, blog post, article.

Better yet, add an Almost Qualified Leads to your Salesforce dashboard. Get real time stats on who is 80-90% of the way there.

Focus on your Almost Qualified Leads – this is the part of your funnel that most of your competitors – and employees – are missing.