Is The SDR Role Killing Sales?
Attn: Sales Leaders + SDRs
7 Simple Steps To Nurture Prospects When They've Gone Dark
In sales, a lot of things can trigger a migraine. Your team didn’t make the cut this quarter. Some customers have ridiculous expectations. An account manager ...
Why Coaching Top Reps Is Silently Killing Your Sales Force
As a sales leader, you don’t need me to tell you that the pressure of hitting your number leaves you awake in the middle of the night. Not only does your job ...
Three Lessons for Salespeople Who Don’t Want to Be Replaced By AI
Warren Buffett needs no introduction. Affectionately known as The Oracle of Omaha, he has put a noticeable spotlight on the world of investing.
A Three-Pronged Approach To Crush Sales Competition
In the world of sales, competition provides one of the single biggest obstacles to success. For example, a survey conducted by McKinsey & Company found that 85 ...
3 Ways Increasing Yield Per Rep Is Like The Olympic 100 Meter Dash
I was recently on a conference call with Sauro Lamberti, Managing Director of Nuovamacut in Italy. We were talking about the digital transformation that ...
Cold Calling Advocates: Sincere, But Sincerely Wrong
Quick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.
How to Run an Impressive First Meeting: A Guide for B2B Salespeople
Source: AP These past couple of months I’ve had several people shadow my meetings for learning purposes. So, I’ve found myself reviewing these meetings while ...
Why Your Buyers Never Email You Back
It’s shocking to me how many terrible emails I still receive from sales professionals. Literally every day I receive at least 1-2 emails from sales reps ...
The Personal Branding Strategy That Got Me On Par With Top Sales Leaders
When I think back to my early days in sales, I owned a consulting firm, and I desperately needed to build a personal brand.