The 30 Best Alexa Skills for Professionals

If you own an Amazon Alexa device, you can use Alexa Skills to be more productive; keep track of your day, finances, and calls; make travel easier; hear the news you care about, and more. Alexa Skills are built-in capabilities...

/ October 13, 2017

Solving the SDR Debate: Sales or Marketing?

It’s an age-old question: should SDRs report to sales or marketing? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and...

/ October 13, 2017

7 Ways to Satisfy More Demanding Prospects

The buyer has changed, and the future belongs to sellers who change with them. Today’s buyers enjoy unprecedented access to information. And technology allows them to build solutions on their own. Research published by Forrester shows B2B prospects go through...

/ October 13, 2017

How to Meet With C-Level Executives (And Not Completely Blow It)

Most salespeople are thrilled to land a meeting with a C-level executive. What is C-level sales? C-level sales involves meeting directly with executives at a prospect’s company. Because they tend to have budget authority, you can close a deal quickly....

/ October 12, 2017

The “Help” You’re Giving Your Reps Is Dropping Their Close Rates by 12%

How much of today’s well-intended sales “enablement” actually enables seller productivity? The answer is both surprising and frustrating. At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes,...

/ October 12, 2017

Sales Culture: The Ultimate Guide

Sales culture is a fuzzy concept. You can’t measure your team’s culture like you’d measure their monthly revenue; email, call, and meeting activity; average tenure, etc. But that doesn’t mean it’s not important. In fact, your organization’s sales culture plays...

/ October 11, 2017

Can Sales Exist Without Quotas?

Imagine your company without sales quotas. Sales leaders: Are you wondering how you would drive results and keep your salespeople accountable? Salespeople: Are you wondering how you would stay motivated and focused without a clear number to work toward? According...

/ October 11, 2017

The 15 Best Bots for People Who Work in Sales

If you sell, bots are your new best friends. Why? Because time is your most precious resource. The more time you spend on manual tasks, like researching prospects or creating personal sales reports, the less time you have for selling...

/ October 10, 2017

75 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2017

Every time I think I’ve gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they’re pushy — compared...

/ October 10, 2017

The 5 Phone Techniques Top Reps Are Using to Get Better Results Than You

Modern prospects are bombarded with sales emails and social media selling campaigns. While their telephones once rang off the hook with sales calls, now their email and social networking inboxes are filled to the brim. Simply put, your prospects are no...

/ October 10, 2017

The Best Sales Job Boards for Finding or Filling a Sales Job

According to Glassdoor, 68% of salespeople are currently looking for a new job. That might surprise you … but it probably doesn’t. Heck, you might even be in the process of sending out applications as you read this. Just in...

/ October 9, 2017

3 Voicemails That Will Stop a Deal Dead in its Tracks

The hang-up artist, the rambler, the rapid-fire caller — chances are you know a salesperson using these voicemail techniques. Maybe you are one of these salespeople. I’m here today, on behalf of prospects everywhere, to ask you to stop. Voicemail...

/ October 9, 2017

32 “Let’s Touch Base” Alternatives That Are Far Less Buzzwordy

What’s wrong with using “I’ll touch base with you” in an email? “Touching base” simply means getting in contact with someone. (It’s believed to derive from baseball, where a player must touch four bases to score a run.) Unfortunately, a...

/ October 9, 2017

6 Life-Changing Lessons, Advice, & Tips From Elon Musk

How does Elon Musk think? That’s what I aimed to discover while researching the habits behind his unbelievable success. Musk is arguably the most impressive living human being on earth. For proof, here’s his track record:  Oh yeah, and he’s...

/ October 5, 2017

The Biggest Mistake I Made as Head of Sales

I’d like to think we can all learn from not only our own mistakes, but also from each other’s. I want to share with you the biggest mistake I made in my career, and it happened to be as a...

/ October 5, 2017

Task Management: The Ultimate Guide

One of the simultaneously great and not-so-great things about working in sales: Your daily tasks rarely change. Although the specific deals are different, you’re doing essentially the same things — making calls, sending emails, giving presentations, and so forth. While...

/ October 5, 2017

5 Effective Ways to Stop Interrupting

How often do you interrupt people? Most of us vastly underestimate our frequency. Maybe you think you do it once or twice per conversation — when in reality, you’re breaking in almost every time the other person speaks. This habit...

/ October 4, 2017

7 Leadership Interview Questions to Ask a Sales Manager Candidate

The jump from salesperson to sales manager is extremely challenging. Salespeople tend to act like entrepreneurs, running their own businesses and maintaining a book of clients. A manager has an entirely different job: Leading, inspiring, coaching, and training a team....

/ October 4, 2017

15 Words You Should Never Use In Sales Email Subject Lines

If eyes are the gateway to the soul, a subject line is the gateway to an email. Everything a prospect needs to know about an email is in the six to eight words they see in their inbox: Do you...

/ October 3, 2017

The Top 4 Strategies for Building an SDR Team

Quality leads are the fuel that make all companies run. No company is too big or too small to get around this law of growth. And in order to get quality leads, you’ll need to have quality people who specialize...

/ October 3, 2017

How to Build Rapport With Just About Anyone

One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do — if you are not relating to the people you deal with, talk to, manage, or...

/ October 2, 2017

The Simple Test That Reveals Whether Prospects Will Actually Buy

Recently, I asked my colleague Dan Sally, a HubSpot and sales veteran, what he thinks is the most important skill a sales rep should develop. His response was profound. “It’s the ability to determine, out of all the people you...

/ October 2, 2017

The Best Cold Call Script Ever

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep-up talk encouraging you to dial, dial, dial. Now all...

/ October 2, 2017

5 Effective Sales Prospecting Techniques You Should Be Using

Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make...

/ October 2, 2017

How to Know When You’re Ready to Build a Sales Development Team

In the early days of any business, your main goal is just to hustle and get customers. If you’re part of the founding team, chances are you’ll be out there making calls yourself, sending emails, scheduling appointments, qualifying customers, and...

/ October 2, 2017

3 Reasons You Should Join 2017’s Conversational Presenting Trend

Conversational presenting is a big trend in 2017. It signals a change in how audiences want to receive information and reveals a flashy slide deck isn’t enough to win over your prospects anymore. Treating each meeting like a conversation allows...

/ September 29, 2017

3 Major Ways Body Language Influences Your Relationships With Prospects

Good communication skills are essential for achieving sales success, but your frontline sales team’s face-to-face communication depends on much more than their language. Some research suggests non-verbal behavior is actually more significant than verbal aspects of communication. Your sales training...

/ September 29, 2017

6 Keys to Closing Tough Customers in Sales

In a perfect world, all prospects would love you starting the moment they shook your hand — and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly...

/ September 28, 2017

5 Reasons Your Sales Reps Hate Their Jobs and What To Do About It

U.S. companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media. However, sales teams deliver only 50% of the revenue performance that their strategies and sales forecasts have promised. While...

/ September 28, 2017

5 Highly Effective LinkedIn Summary Templates for Sales Reps

Imagine you’re a prospect, and you stumble across my profile. Which version feels more authentic, engaging, and ultimately, effective? Here’s version one, which doesn’t include a summary: And here’s version two, which does: Version two, right? The summary is one...

/ September 28, 2017