Change can be difficult. It can be painful, and we can be slow to recognize the need for it. What we cannot escape, regardless of vertical or industry, is that things do change whether we want them to or not. When that time comes, we can either adapt and grow or be left in the…
In a perfect world, we’d set aside time to reflect on seasonal spikes and dips in growth the same way we set aside time for outreach. Often, though, seasonality in sales is overlooked, and if this is a pattern in your organization, it needs to be broken — fast. Because seasonality doesn’t only exist in…
It’s no secret that when it’s time to sell to large enterprises — players big enough that they might intimidate us — we have to rethink our strategies. Naturally, we can’t approach any two deals in the exact same way, but enterprises require even more attention, more resources, and more of our focus than small-to-medium-sized…
“So, what do you do?” is more than a pleasantry; it’s an opportunity to shine. You can’t use a one-size-fits-all approach to communicating your value. Even if you craft the perfect three-sentence pitch, it’s a bad habit to try to use it in all settings or with all prospects. The hard truth is that there…
Connecting with senior leadership can be difficult. Here’s how to make it happen. Whether you’re a seasoned sales pro or a new hire in your first week on the phones, connecting with senior leadership can be tricky. They, like you, want to build and maintain deep relationships with clients and vendors, but it can be…
This is not a drill. Presenting to an executive isn’t just another sales call. By the time a meeting with a C-suite decision maker is on the calendar, you’ve likely worked your way through middle management and explained your offer to a few people on the way up. But as you prepare for your meeting…
Executives are busy. Don’t blow it. No one has to be reminded that C-level executives are pressed for time. Despite hours upon hours of organization mapping and cold calling, breaking into a decision-maker’s calendar can feel like trying to break through a brick wall. You need to be concise and respectful of their time; and…
More C-level execs, and less “See-More” execs, please. Few things are more frustrating than giving your full attention (and best pitch) to a prospect only to find out they don’t have the authority to make a buying decision. Instead of speaking to a C-level executive, you’ve just spent time and energy with a “See-More” executive…
We all understand that lead generation is vital to the success of our business, but that doesn’t mean deciding on a lead generation service or lead generation method is easy. Understandably, it’s a process we want to get right from the beginning. But with options ranging from run-of-the-mill outsourced call centers to high-end lead suppliers…
In recent years, a lot has changed about sales; we’ve seen the rise of content marketing and the addition of digital touch points, to name a few. But one thing that will never change in this business is the need for a concise, compelling elevator pitch. It’s the simplest yet most powerful tool in your…