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Sales Techniques

How to Prospect a CTO from a SaaS Company?

Prospecting a CTOs has become a common task for many BDRs/AEs at SaaS companies. The challenge with this persona is that they are (surprisingly) very hard to reach. Prospecting in 2020 has changed. You have to be relevant and (more importantly) genuine I sat down with Michael Morockos – Airborne’ CTO.  The goal was to

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Weekly sales tips, updates on trends, and strategy pointers.

The Ultimate List of Cloud Calling Systems

Nowadays, being accessible to your customers goes a long way. With the fast-paced technologically driven world we live in, people are accustomed to instant access. Connecting with customers, regardless of time or location, through the use of cloud-calling solutions/virtual phone systems has made this even easier.  VoIP, Voice Over Internet Protocol, is a model that

Should You Outsource Your Sales Development or Build Your Own Team?

For the agencies we deal with at Airborne, having booked meetings and a pipeline full of qualified leads is critical to their ability to function.  However, with the increasing number of companies offering outsourced sales development, businesses have an important choice to make. Is it better to build your own in-house sales development team? Or

The Psychology of Selling

Sales psychology is defined as, “a type of process that involves considering the psyche of your target market to sell your products and services. Instead of convincing customers, they need your product or service, you find a way to market to their current needs and wants. There are different ways that individuals buy products.” This

42 open-ended questions you can ask in your prospecting emails

Questions are a powerful tool for salespeople. By asking questions, you can transform your prospecting emails from an irrelevant pitch into an engaging two-way conversation, one that actually interests your prospect.  Not all questions are equal though. If you’re not careful, the wrong question can end the conversation before it’s even started. Too often, I

Why Empathy is so Important in Sales (and How to Use It)

As the Covid-19 pandemic sent people into lockdown and closed businesses, salespeople were called out for callous, tone-deaf messaging. Some were even critical of any kind of sales outreach: “Now is not the time for selling!” The one thing everyone seemed to agree on was that we all needed to show a little more empathy.

Top Virtual Conferences for Agencies in 2020

As you’ve no doubt noticed, 2020 has been an interesting year so far, to put it mildly. Lots of events have been canceled or postponed as a result of the coronavirus, from Burning Man to the Olympics.  These cancellations have also applied to the conferences we all know and love. Even as lockdown is eased

Accelerate Growth with a Partner Program

You can have the best product or an award-winning service but, if nobody knows about it, you’re not going to get very far. To get past this, businesses of all sizes and in every industry regularly partner with other companies to boost brand awareness, grow their sales footprint, and find more customers.  Whatever your business

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