Cold calling might be the most dreaded activity in sales, especially during a slow season. As someone who‘s trained countless sales professionals at HubSpot, Stage 2 Capital, and Harvard Business…
Finding the right sales tools for small businesses can make the difference between chasing leads endlessly and closing deals with confidence. As someone who has worked closely with a small…
I’ve led two sales teams at SaaS and was a salesperson myself. I spoke to hundreds of C-level salespeople and founders from enterprises like Coca-Cola to different IT vendors. When…
I recall the first time I was introduced to the BANT framework. I was enrolled in an online education program designed to train me as a sales development representative. The…
I’ve been fortunate enough to work my way up from being a BDR at Experian Marketing Services and an AE at LinkedIn Learning all the way to where I am…
In my early sales days, I would spend hours preparing for a meeting, doing research, crafting the perfect pitch, and rehearsing objections. But, I didn’t realize the real test often…
Like most people, I don’t read all of the sales emails I get. When I do open an email, I skim its contents and immediately close out long, rambling messages,…
I still remember the worst discovery call of my career. I was twenty minutes into what I thought was a brilliant interrogation of a CFO at a growing tech company,…
I distinctly remember a meeting when our sales and marketing teams brainstormed how to grow the business: “We need more leads,” echoed the sales team. “No, we don’t. We need…
Purchase order numbers. I wonder how many invoices I’ve added PO numbers to in my years as a freelance business reporter. That number may be in the thousands. I’ve seen…
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