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…
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Cold Outreach & Networking
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
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…
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….
Effective, underrated sales traits every rep should develop, from a sales coach
When I started my sales career, I immediately gravitated toward the slimy salesperson persona. I was pushy and only focused on closing the deal. As…
Beyond Onboarding: How Everboarding Fuels Sales Success
Onboarding alone isn’t enough to build a high-performing sales team. Research shows that 70% of training is forgotten within a week, leaving sellers struggling to…
Flattery in sales: 12 real email templates that prove that flattery will get you anywhere
Is it true that flattery will get you everywhere? In my experience, flattery in sales will at least earn you 20 more seconds of a…
Pipeline Management Training 101 — Everything You Need to Know
Pipeline management training (or sales pipeline training) can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales…
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…
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…
4 sales prospecting tips that helped me hit quota 3 months in a row
When I started in B2B sales and my real phone sales prospecting journey began, I quickly realized I was lost. I was overwhelmed with the…
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…
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…
Responding to RFPs in B2B Sales: A Strategic Approach for 2025
RFPs (Requests for Proposals) are a necessity in B2B sales. Yet most sellers respond reactively, mistakenly believing that more proposals mean more deals. In truth,…
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…
How AI Coaching and Roleplay Drive Sales Performance
Top-performing sales teams are 51% more likely to maintain a regular coaching cadence, yet less than 8% of a sales manager’s workload is allocated to…
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…
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 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…
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….
Does Cold Calling Have a Place in the Future of Sales? Here's What One Sales Pro Sees Down the Line
Ask any salesperson with some gray hairs if cold calling works, and they’ll probably tell you to smile and dial. That’s because cold calling indeed…
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…
13 Professional Sales Email Signature Examples That Work in 2025
I’ll admit it — I didn’t always put much thought into my sales email signature. Early in my career, my email sign-off was just my…
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…
11 Ways Sales Job Seekers Can Stand Out, According to Recruiters and Sales Leaders
As a business owner, sales isn’t just a job — it’s baked into everything I do. Pitching clients, negotiating partnerships, growing a network. You…
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…
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…
HubSpot’s Sales Hub pricing guide — essential features for every rep
HubSpot Sales Hub is a powerful sales acceleration platform that helps teams streamline outreach, close deals faster, and increase revenue. With 84% of customers reporting…
Sales pipeline stages: My blueprint for what to look for at each stage
Well-defined sales pipeline stages allow reps to track their deals and nurture their prospect from lead to customer. Whether you’re just getting started in B2B…
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…
Measuring the Effectiveness of Sales Training: Key Metrics and Best Practices
Measuring sales training effectiveness is essential and often underestimated. Even the most engaging learning experience must lead to performance outcomes to justify the investment and…
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…
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…
11 Key sales challenges for 2025 [+ how you can overcome them]
AI isn’t the biggest hurdle for sales teams anymore — that’s what I learned after speaking with several sales professionals. As 2025 unfolds, I’m seeing…
Survivorship bias in business and sales: Learning from what we don’t see
Early on in my sales career, I landed a big (at the time) deal after cold emailing about 30 prospects using a certain template. That…
5 best CRMs for real estate businesses in 2025
Managing relationships in real estate is more than just remembering names and dates — it’s about nurturing trust through every stage of the buying or…
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…
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…
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…