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…
Building a customer journey sales funnel that actually works, insights from a sales pro
I still remember the first time I tried to “build a funnel.” I had just joined a new company, and I wanted to prove myself. I mapped out buyer personas,…
Cold calling: What it is & how to do it right
I still remember the first cold call that truly humbled me. Not the first one I ever made — that one was bad, sure, but I was too naive to…
The best AI agents for sales on the market — here’s what I tested and expert takes
Last year, I hit a wall trying to scale sales as a solo consultant. I was doing strategy calls, sending follow-ups, chasing proposals — basically playing rep, manager, and ops…
How & why to use sales scripts [+ 14 examples and templates]
I still remember the first time I froze on a sales call. I had no script, no structure. I just had a vague idea of what I was selling and…
Do you need a business owner’s policy? Here’s who BOPs work for and what they cover (+ expert tips)
Insurance gives you an extra layer of coverage when life throws an emergency your way — whether that be a run to the doctor, the mechanic, or the dentist. If…
Accounting basics that will help your business grow better
Most sales pros think their job ends when the deal is signed. But if you don’t understand how those deals affect your company’s bottom line, you’re selling blind. When I…