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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

B2B Sales: Definition, Skills, and Best Practices

What Is B2B Sales? B2B (business-to-business) sales refers to one business selling products, services, or solutions to another business. The dynamics of B2B sales tend…

The Social Selling Sales Playbook — Data-Backed Tips You Need to Know

Social selling is more relevant than ever. How can I be so sure? Because there are over 5.24 billion active users on social media. Sales…

My Ultimate Q4 Sales Playbook: Real-Life Tactics to Help You Win in the Final Quarter

I once closed Q4 (and a couple of significant deals) on a family Disney World trip for Christmas — all because I was able to…

114 Essential Sales Statistics to Improve Performance

Gain valuable insights into successful sales practices with RAIN Group's collection of 114 sales statistics. The sales world is in constant flux. With longer buying…

5 Bad Sales Behaviors Holding You Back — According to the Pros

Over the course of my career, I’ve learned firsthand that practicing good sales behaviors is essential for success … and that bad sales behaviors can…

If You Want to Become a Sales Rep, Here’s Everything You Need to Know to Get Started [+ My Tips for First-Time Reps]

If you’ve been wondering about how to become a sales rep and are looking for resources to help you get started, I have wonderful news…

SNAP Selling: Simplifying Your Sales

Being a salesperson today feels like trying to get someone’s attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from…

The 3 Key Drivers of Effective Sales Training

Most sales training disappoints. That's not just an opinion—it's a sobering finding from our latest research. In fact, 67% of respondents rate their organization’s sales…

25 Ways to Maximize Your Sales Enablement Budget in 2025

Sales enablement leaders are under more pressure than ever. You’re tasked with boosting seller performance, driving revenue growth, and delivering measurable results—all while working with…

Sales Orders: What They Are Compared to POs & Invoices

I worked as an office assistant in the past. My job was to help the bookkeeper keep track of sales orders, invoices, and purchase orders….

Sales Qualification: Gauging Whether a Lead Aligns With Your Offering

Sales qualification streamlines the process of turning potential buyers into serious prospects. When done well, sales qualification reduces the time required to determine if you’re…

8 Common Ways Sales Professionals Waste Their Time (& How to Avoid Them), According to Experts

Time is a precious resource in sales. The efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to…

Sales Principles Sales Reps Swear By, Plus My Favorite Selling Tips

Sales principles are the fundamental concepts that ring true in every sales process — aka the basics of selling that every salesperson should know. They’re…

Sales Velocity: What It Is & How to Measure It

Have you been in an interview and asked your prospective employer which sales metrics they value most? That answer is probably, "Yes." What if I…

Leveraging Indirect Sales: How I Learned to Sell More by Selling Less

In a previous role selling software, I kept running into the same issue. Despite winning demos from researched and personalized pitches, I struggled to convince…

A Straightforward Intro to Sales Potential, Directly from a Salesperson

I’d love to know how many features, products, and even entire companies have been built around an idea that later proved to be unfeasible. Something…

How to Survive & Thrive in Direct Sales

Whether you recognized it as a direct sale or not, you’ve almost certainly encountered people who engage in the practice. Maybe it was a door-to-door…

The Percent of Sales Method: What It Is and How to Use It

Say I want to quickly estimate the amount of cash my business will have on hand at the end of next year. I have a…

Relationship Selling: 13 Tips to Sell Better and Close More Sales

Have you ever heard the phrase, “There’s more than one way to skin a cat”? It’s an old (and kind of gruesome) folksy saying that…

Active Listening Techniques To Use On Your Next Sales Call [+ Examples]

The best salespeople listen way more than they talk.They understand that active listening in sales is a transformative skill. They tune into verbal cues and…

The 9 Top Sales Skills of The Best Sellers

To find and win business consistently, you need the right mix of sales skills across the sales process, from filling the front-end of the pipeline…

Sales Negotiation: Here Are the 12 Skills I Think Are Essential

Before entering the IT business development and sales profession, I resisted working in automotive sales because of my distaste for shady sales negotiation tactics. I…

5 Reasons Why Sales Teams Miss Revenue Targets [+ How to Meet Them]

Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that…

The ROI of Effective Sales Training: Making the Business Case

As a sales enablement or learning & development (L&D) professional, you know that sales training is critical. But securing executive buy-in and budget for training…

Which Sales Skills Do You Need to Master? Find Out in 10 Minutes

Did you know that Top-Performing Sellers are 2.4x more likely to meet their sales goals? In a competitive sales environment, understanding and improving your selling…

How Sales Mirroring Can Help You Close Business, According to Experts

When I started out in sales, I avoided video calls with prospects for months, convinced I could build trust just as well through email. But…

I Tried Three Generative AI CRMs: Here Are My Thoughts

AI is becoming a core part of CRM systems. Considering the time-saving benefits, it’s unsurprising that generative AI CRMs can be incredibly valuable in helping…

How to Build a Business Development Strategy: 8 Highly Effective Tactics [+ Template]

Developing a business development strategy? I’ve had a close-up view of how many different companies approach “biz dev” — and witnessed wildly different approaches. When…

Top 10 Sales Resources of 2024

We saw three pivotal themes shape the sales landscape in 2024: the growing integration of AI, the ongoing drive to deliver measurable value, and the…

The B2B Buyer’s Journey Has Changed — Here Are 7 Ways to Keep Up, According to G2’s Director of SMB Sales [+ New Data]

The B2B buyer’s journey has shifted profoundly over the past few years; if you’re wondering why, I’ve got one answer: An overwhelming amount of choice….