We all know by now, how you speak on a sales call is absolutely crucial to success. But there are some intangible elements of successful sales calls. Only the most successful sales reps know these secrets. And they guard them closely. But today, despite protests from our resident data scientists, we are revealing our deepest, […]

Self-improvement guru Tony Robbins once said “successful people ask better questions, and as a result, they get better answers.” If you’ve just taken over an inside sales team, consider making this quote your mantra. We recently published an eBook entitled The 90-Day Inside Sales Success Plan. Inside, we interviewed some of the world’s top sales trainers, authors and executives. […]

Summary: Instead of analyzing the opportunities in your pipeline based on how far a buyer has progressed through your sales process, assess your chances of winning their order based on the depth of your understanding of their needs, their desired outcomes and where they stand in their decision-making process. As humans we feel a burning […]

Day 6 of WFH. Well, that’s not entirely accurate. I’ve largely WFH the last 20 years since starting my company in 2000. It can be incredibly isolating to work on your own. Since salespeople tend to be social animals this can be a hard period. The initial transition period is usually not so bad. It’s […]

When you’re a student passionate about a certain subject, you study hard, learn, practice and eventually gain a degree. Imagine these people are Salesforce Administrators. Post-graduate students go back to university to enhance their skills and gain a Masters and a PHD. They then, statistically, go on to work in better job roles and consequently […]

In karate, there are a lot of skills that you need to master before gaining a black belt. You might be better at breaking boards with a high kick than anyone on the planet, but that skill alone is not enough . Sales is kind of like karate in the sense that there are a lot […]

In B2B sales, selling into the C suite can be one of the most challenging, and the most rewarding strategies. Time with the C-level executives can result in a massive deal, but making and maintaining contact with them is incredibly difficult. You are constantly stopped by gatekeepers, calls go unanswered, and messages are never returned. […]

Having spent several years on the agency side working with a variety of large B2B & B2C companies, I can tell you that if Don Draper had access to call tracking in the 1960s, he would have been the king of Madison Avenue. Big pitch meetings showcasing grand market strategies, dapper designs and clever copy still […]

How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]

Are you able to prove which campaigns and keywords influence each sale? A new study from BtoB and Eloqua shows that 24% of B2B marketers view influence on sales as the most important success metric (second only to measuring overall marketing ROI). This clearly demonstrates that more marketers are directly focused on how their efforts […]

LeadsCon is here, and we’re super excited to be presenting again! LeadsCon is the definitive conference for lead generation, vertical media and direct response marketing. It has brought together an international community of marketers who, like us, value marketing accountability and results-based marketing. We’re looking forward to speaking with lead generation agencies, companies and individual […]

Assembling the right team, creating an incredible sales playbook and ensuring that your sales reps always preach the right sales values are all essential. But even the best sales team won’t be competitive without the right sales tools. Whether you’re the new head of sales or have been in the role for some time, you should evaluate […]