It is a rare occurrence that a decision-maker will open and read your email. If you are unknown, your odds are about the same as winning the Powerball and Mega Millions lotteries in the same week. There are too many emails flooding into their inbox, some from their internal ...
Technology companies often hijack terms from other industries and use them to name their offerings. This can confuse people ...
“If you can’t solve a problem for your customer, then there’s no basis for a sale. But if you uncover problems you can ...
Sales managers are masters of wearing multiple hats. You’re a leader, a sales rep yourself, a recruiter… and a coach?
Every interaction you have with a prospect moves them closer or further away from a sale.
Forecasting is one of the more difficult tasks for sales leaders and sales managers. In times of uncertainty or instability, ...
One reason marketers and salespeople have trouble communicating is because we speak different languages. For example, we ...
Sales is the heart of any successful organization. It's where the money comes from.
A successful sales culture provides a strategic advantage that is often underestimated. A successful sales culture produces ...
There are several truths about sales that we rarely acknowledge. The first is that, in sales, the competition isn't between ...
For a long time, prospecting was limited to cold calling. Sales managers who couldn't help their team improve their sales ...
In the world of B2B sales, SaaS is one of the largest and fastest-growing industries. Globally, the market is expected to ...
In the way of full disclosure, I started a conference called Outbound. It was a reaction to seeing ads for HubSpot's Inbound ...
One of the worst things you might ask your prospective client in a first meeting is "What is your problem?" or "What are ...
In sales, the word churn means losing a client. Your churn rate is the percentage of revenue you lost due to clients leaving.
There are several ways you might build and manage a territory as a sales manager or sales leader. You want to make certain ...
There is research indicating that salespeople spend very little time actually selling. Various studies show that they spend ...
The legacy approach to sales and marketing strategy continues to harm sales organizations and salespeople. These sales and ...
If there were a popular qualifying strategy that would offend your prospective clients while also projecting that you and ...
Transaction selling, relationship selling, partnership selling, consultative selling… If you’re a sales manager, you’ve ...
Selling isn't the easiest craft to learn. In B2B sales, selling is a series of complex, dynamic conversations about change ...
