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Cold Outreach & Networking

Optimize Your LinkedIn Profile for Sales

Before you start prospecting, your profile must be professionally optimized to establish credibility. A well-crafted profile builds trust and makes…

Networking Tips for Salespeople: How to Build Strong Connections

In sales, relationships are everything. The ability to build, nurture, and leverage a strong professional network can make the difference…

How to Write Cold Emails That Get Response

Cold emailing is a powerful tool for generating leads, yet many sales professionals struggle to get responses. Crafting the perfect…

Sales Techniques & Strategies

How to Use Consultative Selling to Build Stronger Relationships

Consultative selling is a sales approach focused on understanding a customer’s needs and providing solutions tailored to those needs. Unlike…

Effective Sales Follow-Up Strategies That Work

Following up is essential in sales, as many deals close only after multiple touchpoints. However, most salespeople give up too…

The Art of Persuasion: Psychological Triggers That Boost Sales

Sales and persuasion go hand in hand. Understanding psychological triggers can help salespeople influence buyers and boost conversions. Here are…

Proven Sales Strategies to Close More Deals

Closing deals is the ultimate goal of every salesperson. However, it requires a combination of skill, strategy, and persistence. Here…

Technology News and Insights

How Sales Training Needs to Change

Sales training has reached an inflection point. The typical approach to tailoring and delivering sales training courses is failing to meet the needs of modern…

Sales playbook automation for companies with 3+ product lines and vertical-specific messaging

In fast-moving markets, static sales playbooks aren‘t just outdated — they can be a massive liability. When sales reps can’t quickly access messaging tailored to…

How B2B sales teams reduce admin time from 5 hours to 30 minutes daily with unified CRM data

Salespeople spend nearly 70% of their week caught up in the whirlwind of administrative tasks. Only 30% of their time actually goes to selling. Reps…

How professional services firms can transition from spreadsheets to a CRM with automated sales pipelines

Especially in the age of AI, professional services firms are in the business of relationships. People work with people, and once a certain bar of…

Why your sales enablement content needs real-world credibility [new data]

I spent three years creating product-led blog posts and case studies for B2B SaaS companies before I realized something obvious: sales enablement content credibility determines…

Personalization in AI prospecting: What actually works

The market is flooded with tools that promise "personalization at scale.” But in reality, most solutions just slap tokens into templates and call it personalization….

Cold calling: What it is & how to do it right

I still remember the first cold call that truly humbled me. Not the first one I ever made — that one was bad, sure, but…

What is the ideal length of a sales email? Insights based on 40 million emails

Like most people, I don’t read all of the sales emails I get. When I do open an email, I skim its contents and immediately…

Inside the world of AI BDRs — can AI replace human business development representatives?

If you’re like me, you’ve asked this question: What is the difference between a salesperson and a business development representative (BDR)? Well, here’s what I…

Detecting bias in AI prospecting models: A how-to for sales leaders

AI-driven prospecting tools have the potential to transform sales pipelines, but they also carry the risk of reinforcing blind spots. If left unaddressed, AI models…

How & why to use sales scripts [+ 14 examples and templates]

I still remember the first time I froze on a sales call. I had no script, no structure. I just had a vague idea of…

What Is Sales Training?

Sales Training Defined  Sales training is the process of improving seller capabilities to drive behavior change and maximize sales success. Effective sales training should be…

AI vs traditional prospecting: When AI beats manual outreach (& when it doesn't)

In the age of AI, sales organizations face a fundamental shift in how prospecting gets done. Artificial intelligence can now handle repetitive tasks that once…

15 crucial questions to ask prospects throughout the buyer’s journey, according to HubSpot’s former sales director

If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so because sales is now an increasingly consultative profession. Success…

How to end a sales email: Closing statements & tips from a quota-carrying salesperson

As a B2B salesperson for companies like IBM and Open Text, I’ve had to work hard to earn every meeting, especially in industries where inboxes…

97 key sales statistics to help you sell smarter in 2025

When I first started covering B2B SaaS, I used to skim over sales statistics, thinking, “Interesting, but not immediately useful.” I couldn’t have been more…

How to implement SDR coaching in remote sales teams with coaching triggers and conversation intelligence

High-velocity inside sales teams thrive on speed, consistency, and the ability to convert conversations into pipeline. But in a remote environment, coaching sales development representatives…

The best AI agents for sales on the market — here’s what I tested and expert takes

Last year, I hit a wall trying to scale sales as a solo consultant. I was doing strategy calls, sending follow-ups, chasing proposals — basically…

How I meet with C-level and win deals as a seasoned sales rep

Most reps aren’t prepared to sell to C-level executives. Here’s my honest take: Most salespeople are overprepared for objections and underprepared for business conversations. They…

Inside the MEDDIC sales qualification process: My step-by-step approach for B2B reps

There are several different approaches and frameworks used in the sales qualification process. Given the various ways to discover the best lead, I think any…

Creating an effective business development plan from concept to execution

I distinctly remember a meeting when our sales and marketing teams brainstormed how to grow the business: “We need more leads,” echoed the sales team….

How to add AI to your existing CRM without disrupting sales workflows

Integrating AI with existing CRM systems has become a critical priority for sales teams. According to HubSpot's 2025 State of Sales report, only 8% of…

Expanding your territory-based sales team? How to automate territory assignments in your CRM

Reps are arguing in Slack about “who owns Berlin” while two hot inbound demos sit unworked. Every new hire triggers a border dispute. These challenges…

Beyond the Hype: What Actually Works in AI Sales Coaching

AI has surged across the sales tech landscape, promising smarter, faster, and more scalable enablement. But amid the hype, many sales leaders are asking: Is…

AI prospecting tools that integrate with your CRM stack

Prospecting is one of the most critical but time-consuming tasks in sales. Researching prospects and personalizing outreach can easily consume hours each day. AI prospecting…

Sales email vs. cold call: When to use each, according to data

Sales is about getting the right message in front of the right prospect. It’s as simple as it sounds, but over my career I’ve seen…

[Infographic] Sales Kickoffs: A Blueprint for Behavior Impact

Sales kickoffs (SKOs) that change behavior aren’t one-off events; they’re systems you plan, build, and reinforce. Just like any other enablement initiative, SKOs exist in…

The cold calling framework every rep needs to beat the summer sales slump

Cold calling might be the most dreaded activity in sales, especially during a slow season. As someone who‘s trained countless sales professionals at HubSpot, Stage…

Modern sales orgs are leaning into marketing behaviors — here's what that means for you [new data]

I pulled up my LinkedIn feed last week and noticed how half the posts from sales leaders looked like they could have been written by…

8 best sales tools for small businesses to consider

Finding the right sales tools for small businesses can make the difference between chasing leads endlessly and closing deals with confidence. As someone who has…

Strategic planning: How it supports a perfect sales operation

I’ve led two sales teams at SaaS and was a salesperson myself. I spoke to hundreds of C-level salespeople and founders from enterprises like Coca-Cola…

Sales Prospecting: 43 skills, tips, techniques, templates, & tools to succeed

Let’s get one thing straight: Prospecting isn’t the glamorous part of sales. It’s not where you close deals, earn high-fives, or ring the gong. But…

Building a customer journey sales funnel that actually works, insights from a sales pro

I still remember the first time I tried to “build a funnel.” I had just joined a new company, and I wanted to prove myself….

12 best sales methodologies & customer-centric selling systems

Last week, I had three discovery calls — each completely different. The first prospect wanted to jump straight to pricing before I’d even explained the…

Strategies and Tactics for Sales Negotiation

You risk losing your margin, or even the whole sale, in negotiations. Final agreements are often subject to changes or budget restrictions at the 11th…

How to create a sales process that drives results, directly from a sales pro

Sales used to feel like a blank canvas every time I picked up the phone. No map, no rhythm, just intuition and hustle. That might…

How to win more sales with an optimized distribution strategy

I feel like starting a retail business has never been easier — there’s a YouTube video and tool for everything. But growing one is exceedingly…

HubSpot’s 2025 State of Sales Report: What 1,000+ sales pros say about AI, buyer behavior, and growth

Every sales pro I talk to mentions the same challenges: inflation, rising interest rates, and pricing instability are making it harder to get deals across…