One reason marketers and salespeople have trouble communicating is because we speak different languages. For example, we fill a pipeline, while they have a funnel. We name things in a way that makes sense, like first meeting, discovery call, solution design, and so on. ...
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 ...
There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of ...
There are people who believe management and leadership are the same, but this is not true.
Ne·go·ti·a·tion: A discussion aimed at reaching an agreement. Though this dictionary definition is technically correct, any ...
How would you like for coldcold calling to become the best part of your job?
At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, ...
A sales pitch presentation is to a salesperson as peanut butter is to a PB & J sandwich. That is to say, it’s not the ...
