AI-powered conversation guidance can improve conversations, prevent mistakes, and ramp reps faster by providing real time support on calls.

The main difference between a Shift Response and a Support Response is who the conversation centers on. A Shift Response redirects the focus to you, often unintentionally, while a Support Response keeps the focus on the other person, showing empathy and encouraging them to share more. Shift Responses can break connection; Support Responses build it. […]

Coaching The main difference between coaching and mentoring is focus. Coaching is about improving specific skills or behaviors tied to immediate performance—handling objections, closing deals, or perfecting a pitch. It’s tactical and often situational. Mentoring Mentoring, on the other hand, takes a broader, long-term view. It’s about guiding someone’s overall growth, helping them align their […]

Adding change triggers to your target buyer data can have a powerful effect on your inbound and outbound sales efforts.

Before we get started, here’s a quote from Voltaire to help trigger some self-reflection: “Judge a man by his questions rather than his answers.” Actually, that pairs well with this wisdom from the Dalai Lama: “When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” […]

As a sales rep, even if you receive the greatest sales coaching from the best coach, you could still fail. That’s because coaching plans cannot control one quality: the salesperson’s coachability. For this reason, Richard Harris states that sales coaching starts at the hiring process. The strategy of sales coaching has become increasingly prevalent. If you have […]

The demand for inside sales reps has been rapidly expanding, having climbed at least 54% since 2010. That being said, expect more competition than ever to hire experienced inside sales reps with proven histories of driving revenue. Most companies can’t afford to staff their entire sales team with veterans, and as a result, The Bridge […]

You’ve probably heard the common myth: “December is a bad time for B2B sales.” The assumption goes that businesses are winding down, decision-makers are out of office, and purchasing decisions are postponed until the new year. But here’s the reality: with the right strategy and mindset, the holiday season can be one of the most […]

If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. Conversation intelligence platforms have become a key way of transforming the value of virtual selling and calls. The prevalence of video is […]

Inside sales reps need better tools. Learn to choose between Sales Management Software, Sales Acceleration Software, and Sales Tools.

We recently hosted an incredible webinar on outbound sales prospecting that casted light on just how important sales prospecting is to maintaining a healthy B2B sales pipeline (highly recommended for anyone looking to up their game, and available on demand here). Here are some awesome stats that we uncovered in our webinar that show exactly how much […]

With many sales reps having less than half the work experience they had just a decade ago, an increasing reliance on strong sales coaching tactics has become imperative for rep success. But just because sales coaching has become a common practice doesn’t mean everyone knows how to do it – or even exactly what it […]