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…
Before you start prospecting, your profile must be professionally optimized to establish credibility. A well-crafted profile builds trust and makes…
In sales, relationships are everything. The ability to build, nurture, and leverage a strong professional network can make the difference…
Cold emailing is a powerful tool for generating leads, yet many sales professionals struggle to get responses. Crafting the perfect…
Consultative selling is a sales approach focused on understanding a customer’s needs and providing solutions tailored to those needs. Unlike…
Following up is essential in sales, as many deals close only after multiple touchpoints. However, most salespeople give up too…
Sales and persuasion go hand in hand. Understanding psychological triggers can help salespeople influence buyers and boost conversions. Here are…
Closing deals is the ultimate goal of every salesperson. However, it requires a combination of skill, strategy, and persistence. Here…
Discovery calls seem straightforward: learn about your prospect and present your solution. But in reality, they derail more often than they succeed. I’ve been there…
Research shows that just over 37% of emails are opened across all industries. So as you can imagine, capturing a prospect’s attention takes a compelling…
Ever since I stepped into the B2B SaaS world back in 2021, I’ve wondered why some companies with great products crash and burn while others…
In simple terms, “sales” refers to all activities involved in selling a product or service to a consumer or business — but it means so…
Some sales managers hit their targets. Others build teams that consistently outperform, year after year. What makes the difference? To find out, I spoke with…
Let’s be real: getting buyers to take action isn’t easy. You’ve been there; a deal is progressing, conversations are moving along, and then—boom—it stalls. The…
My sales peers and I are always debating hot sales topics — because we genuinely believe salespeople must keep up with the latest to stay…
Most salespeople face the same persistent challenge: Their prospects lack urgency. There are a number of strategies — both successful and unsuccessful — reps use…
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…
What’s the difference between sales and marketing? At a high level, marketing is all about informing leads and attracting them to your company, while sales…
Last spring, I was hired to write emails for a client’s product launch promotion. Their last spring sale email campaign had bombed — open rates…
As a small business owner, I’ve learned firsthand just how important it is to understand buyer motives. After all, if I know what motivates my…
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…
While our recent research on the state of sales training and continuous learning highlighted the clear benefits of highly effective sales training, it also revealed…
I’ve made over 11,000 cold calls. I’ve booked 335 meetings, closed over $287k at a startup company and $40m in an enterprise multinational company, and…
Have you ever wondered what sets top sales performers apart from the rest? I know I have … maybe too much. Anyway, I used to…
I’ll never forget one of my first big sales meetings. I walked out feeling defeated, convinced I’d blown it. The prospect had bombarded me with…
Throughout my career, my sales experience has been rooted in B2B SaaS. I understood, in theory, the differences between B2B vs. B2C sales, but I…
Every sales professional has the same experience: The end of the quarter looms, and you’re still waiting for leads to convert into paying customers. As…
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…
I worked as a sales development representative (SDR) at IBM for the first five years of my sales career. I learned then (and appreciated even…
A strong sales strategy plan creates the foundation for a cohesive and successful sales organization. Sales strategies and initiatives also align salespeople on shared goals…
Most teams today are in touch with their sales data in some way, shape, or form. Some industries and companies are better at it than…
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…
Sales prospecting is more than sending emails — it’s about building relationships that turn cold leads into warm opportunities. But breaking through the noise is…
If you’re looking for a way to show off the value of your product or service to potential customers, proof of concept (POC) in sales…
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…
Picture hiring a promising sales rep. But three months in, they quit. Sound familiar? You’re not alone — 52% of top sales hires quit because…
With so many customer relationship management (CRM) tools on the market today — and each with its own features, integrations, and capabilities — it can…
Nobody bats 1.000. We all make mistakes in every facet of life, and sales is no exception. Some sales screw-ups are borderline inevitable, but others…
I‘m not sure there’s any activity more closely associated with sales than cold calling. It can be the trial by fire that preps SDRs for…
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…