8 best sales tools for small businesses to consider
.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…
Strategic planning: How it supports a perfect sales operation
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…
How I use BANT to qualify prospects [+ expert tips]
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…
Solution selling: What it is and how I do it effectively
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…
19 templates for follow-up emails after a meeting, conference, and more
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…
What is the ideal length of a sales email? Insights based on 40 million emails
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,…
The art of asking open-ended questions
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,…
Creating an effective business development plan from concept to execution
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…
How purchase orders streamline your business — what to know and how to get started
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…
How I meet with C-level and win deals as a seasoned sales rep
Most reps aren’t prepared to sell to C-level executives. Here’s my honest take: Most salespeople are overprepared for objections and underprepared for business conversations. They rehearse demos instead of researching…