If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so because sales is now an increasingly consultative profession. Success today is less about “always…
There are several different approaches and frameworks used in the sales qualification process. Given the various ways to discover the best lead, I think any approach could be effective, depending…
As a B2B salesperson for companies like IBM and Open Text, I’ve had to work hard to earn every meeting, especially in industries where inboxes are overflowing and priorities shift…
For the longest time, I was on the fence about creating manual invoices versus using invoice software for my side hustle. My tech-savvy friends often raved about using the latter…
If you’re like me, you’ve asked this question: What is the difference between a salesperson and a business development representative (BDR)? Well, here’s what I found. A salesperson usually deals…
During my time as a B2B sales rep, my voicemail greetings started off being long-winded, pitchy, and wordy. I thought that having a good voicemail greeting consisted of saying all…
Most small businesses know the frustration of scaling their tech all too well. As they address their pain points in day-to-day operations, they find themselves buried in tedious setup processes,…
I feel like starting a retail business has never been easier — there’s a YouTube video and tool for everything. But growing one is exceedingly challenging. To survive in a…
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…
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