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…
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…
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…
You landed the job, you’re ready to put in the work, but how do you know which skills and habits to prioritize for success? Sales development reps are in a unique position: They often have little to no experience in sales, but they’re the ones on the front line, prospecting for reps, putting in the…
Find Out in 4 Questions Designed to Bring You Up to Speed It can happen to any of us— since we are the product of our influences, we can be drinking the kool-aid and eating up the sales dogma without even realizing it. Old fashioned approaches toward selling still runs amok with the higher-ups. Sure,…
Cell phones are phenomenally powerful. But what if I told you that for all of their sophisticated technology and flashy qualities, their most valuable feature for a sales person is still the dial button? Today it seems that everyone bows down to social media, trying to squeeze water from a stone with new-fangled marketing…
Go ahead, admit it. You’ve dreamed of calling up a big prospect, making a compelling pitch for a meeting to discuss your offer in person, and having them invite you in with open arms. Before you know it, Mr. Prospect is signing a top-dollar contract with no hesitations, and you both live happily ever after.…
Fact: Everyone is in sales. From the executive suite to the cubicle, whether well known in an industry or working fully behind-the-scenes… All workers, at all levels, are salespeople. Experience does not matter, title does not matter, all of that is meaningless if we don’t recognize and value that our role is primarily to…
If you don’t get S.M.A.R.T. with your sales process. . . your deals will die on the vine. I see it all the time. A sales guy sits across from a C-level executive. The exec is a qualified lead with a big title and an even bigger budget. It’s shaping up to be quite the…