Ask any salesperson with some gray hairs if cold calling works, and they’ll probably tell you to smile and dial. That’s because cold calling indeed “works.” If you spend enough time calling, you’ll book a meeting. With enough meetings, you’ll make a sale. But, everything has an opportunity cost. Time spent cold calling is time…
I recently started a new job, and my company uses a few SaaS tools that are new to me. This means that not only did I need to learn the ins and outs of my new company and our product, but I also needed to get up to speed on new tools that my teams…
I recently started a new job, and my company uses a few SaaS tools that are new to me. This means that not only did I need to learn the ins and outs of my new company and our product, but I also needed to get up to speed on new tools that my teams…
If I need help with a new product or service, you can bet that I’m going to try to find the answer on my own if it means I can avoid reaching out to customer support. I initially thought this may just be my millennial nature, but it turns out that I’m part of the…
If I need help with a new product or service, you can bet that I’m going to try to find the answer on my own if it means I can avoid reaching out to customer support. I initially thought this may just be my millennial nature, but it turns out that I’m part of the…
I’ll be the first to admit that I wish survey data could sort and analyze itself. Unfortunately, it does not (yet?). So, you’ll need a dedicated survey analysis data team to sift through survey results and highlight key trends and behaviors for your marketing, sales, and customer service teams. In this post, I’ll break down…
I’ll be the first to admit that I wish survey data could sort and analyze itself. Unfortunately, it does not (yet?). So, you’ll need a dedicated survey analysis data team to sift through survey results and highlight key trends and behaviors for your marketing, sales, and customer service teams. In this post, I’ll break down…
Well-defined sales pipeline stages allow reps to track their deals and nurture their prospect from lead to customer. Whether you’re just getting started in B2B sales management, want to improve your team’s performance with repeatable, proven practices, or anything in between, you need a sales pipeline in place. In this post, I’ve assembled a step-by-step…
Hi, it’s me again, just checking in. Following up. Circling back. Despite the temptation to try this easy follow-up opener, I never recommend that salespeople send “just checking in” emails. The simple reason? They don’t work. It feels like a guilt trip, and doesn’t add new value or pique the prospect’s curiosity. But that doesn’t…
When I was in 5th grade, I was voted “Most Reserved” in the yearbook at Dewey Elementary School in Cherry Hill, NJ. I had just moved back to Jersey after bouncing around SoCal. I was a shy kid, nervous about making new friends. No one would expect me to go into sales, a field that’s…