The Difference Between Active Sales Reps and Effective Salespeople in B2B Sales
Not every salesperson who looks busy is truly effective—understanding the difference can make or break your sales results.
Sales Prospecting: 43 skills, tips, techniques, templates, & tools to succeed
Let’s get one thing straight: Prospecting isn’t the glamorous part of sales. It’s not where you close deals, earn high-fives, or ring the gong. But if you skip it or do it half-heartedly, none of those other moments happen. I’ve done over 11,000 cold calls and booked hundreds of meetings. I’ve helped founders land their
The Myth of Sales Velocity: Why Quality Conversations Win B2B Sales
B2B sales leaders think speed equals success, but the truth is rushing deals destroys trust and reduces win rates.
The Future of B2B Sales Training
I will confess that I have done Workshops and/or Keynote-style training, even though these can provide some small amount of education, they can’t compare to real training.
Here’s how to write a professional LinkedIn headline to 10x your presence [+ examples]
I have been actively growing my LinkedIn presence for the past ten years and now have over 23,000 followers. It took time, consistency, and real commitment. I used to go to countless networking events and conferences — I’ve always loved meeting new people. It was wild to me, as a young Rutgers University graduate, that
My playbook for crafting a customer experience strategy that actually works
I’ve seen it happen more times than I can count. A company launches a product with slick marketing and a dedicated support team. But behind the scenes, the departments barely talk to each other. The result is a disjointed customer experience, and it taught me a critical lesson early in my career: a great product
Sales email vs. cold call: When to use each, according to data
Sales is about getting the right message in front of the right prospect. It’s as simple as it sounds, but over my career I’ve seen a substantial and accelerating evolution in the methodologies salespeople employ to accomplish that goal. Despite that change, one thing has remained the same in my mind: Successful cold outreach is
AI meets customer experience: Mapping journeys with machine learning
As a customer experience professional, I’m hyper-focused on finding ways to improve the customer journey, and I’m always looking for tools to help me analyze customer insights. For me, AI tools are at the intersection of those two initiatives, especially when it comes to building out or improving the customer journey. I started looking into
Boost B2B Sales by Focusing on Win Rate First
Yesterday, we looked at the hidden cost of low win rates: lost revenue, higher customer acquisition cost (CAC), wasted sales effort, low morale, damaged reputation, longer time to goals, and missed commissions.
Why Win Rates Are Collapsing And How to Fix Yours
Research shows average sales win rates hover around 21%, meaning nearly four out of five opportunities are lost. In enterprise sales, win rates can fall to 5–10%, leaving 90% of the pipeline dead or dying before it ever produces revenue.
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