How to Choose New Sales Technology (With “No-Brainer” Checklist)

No matter what your tech stack currently looks like, it’s going to change.

It’s a fact. New tech will constantly come to market and your needs will continually evolve. Which means you’re going to be evaluating new sales tech on a regular basis.

But how do you decide?

In this article, I’ll share a simple plan for evaluating new sales tech, so you can confidently say yes or no to any new offers…CONTINUE READING HERE

25 Cold Calling Tips You Can Use To Get Meetings with Anyone

If you feel overwhelmed by cold calls, you’re not alone.

No two calls are the same, which makes the experience exciting and, at times, frightening.

This is exactly why we’ve gathered 25 “super quick” cold calling tips to help you every step of the way…CONTINUE READING HERE

Create a Sales Plan That Actually Works (Tips + Template)

True success always starts with a plan. And for sales success, nothing beats a strategic sales plan.

Designed specifically to help your sales team drive more sales, a sales plan can show you where you’re at, where you want to be, and even more important, how to get there.

The question, of course, is how to create a sales plan that actually impacts sales. Keep reading for tips and a template to quickly and confidently create a strategic sales plan for your business…CONTINUE READING HERE

Disqualifying Prospects: 50+ Sales Leaders Share Their Best Methods

I have bad news…

Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible…CONTINUE READING HERE

Why Sales Development Doesn’t Have a Seat at the Table (Yet)

Have you noticed the disconnect between how executives talk about Sales Development and how they treat Sales Development leaders? Companies are beginning to understand the vital role SDRs play in building pipeline, but Sales Development leaders rarely have a seat at the proverbial table.


3 Shocking Reasons You Keep Losing Sales

Have you ever wondered why you keep losing sales that you thought you had?

Most salespeople blame their prospects for them losing the sale by saying things like, “they weren’t qualified for my product or service,” or “they just don’t see the need” or “they didn’t have the money” or “they just weren’t that serious about solving their problems” and the list of excuses goes on and on… when in reality, the reasons why the salesperson loses the sale 9 out of 10 times is because of the way they are communicating with their potential customers.

Here Are The Top 3 Shocking Reasons Why You Keep Losing So Many Sales…CONTINUE READING HERE…

Demystifying Sales Enablement: What It Is, Why It Matters, And How To Do It Right

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rates — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement is an up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty.

In fact, Aberdeen found that companies with excellent successful Sales Enablement programs have…CONTINUE READING HERE

10 Ways to Boost Your Sales Success

Wouldn’t it be great if there were a silver bullet that would make you more successful in your sales efforts? One thing you could do to really boost your sales success?

I hate to disappoint, but the reality is, there is no silver bullet. Sales success takes hard work and commitment along with skill and savvy.

While there is no one thing that will work for you, there are a number of things you can do to help boost your overall success. You can start by following these 10 sales tips…CONTINUE READING HERE

How To Turn Sales Into Your Strong Suit

While I believe in outsourcing anything you’re not good at, sales is worth learning. That’s because sales is a life skill, not a professional one. No matter what you do, being good at sales will help you communicate and get what you want in all areas of your life: professional, family, and even romantic relationships.

Here are three ways to make sales your strength…CONTINUE READING HERE

Why Business Acumen is Key to Sales Success (And How to Get It)

What sets sales leaders apart from everyday reps? Why are some salespeople more effective at closing deals? And how do some reps skyrocket their career growth? The answer is simple: Business acumen.

It's a term often thrown around boardrooms and blog posts, but today, I'm breaking down exactly what it is, why it's important, and how you can develop it…CONTINUE READING HERE!!!

Tune up your SaaS sales pitch with a focus on clarity

For salespeople, your sales pitch is crucial – above all else, it must be crystal clear what you’re trying to sell and what the value is to your prospective customer.

This clarity from the start is critical, because that early impression shapes everything that follows – according to Forrester, the first viable vendor to reach a decision maker and set the buying vision has a 74% average close ratio. And the value of that sale compounds over time. In another survey by Gartner, nearly two-thirds of tech buyers said they would purchase more from existing providers if the value from their initial investment was clearly demonstrated…CONTINUE READING HERE!!!

A Great Boss is hard to find, difficult to leave, and impossible to forget.

I lost one of my managers a couple of years ago and I can’t seem to forget him or the legacy he left behind. He was one of my earliest examples of true leadership. I often refer to him as "The Memorable Leader."

I had a family emergency and before I could finish explaining to him the situation. He said, "And you are still standing here talking to me? Why aren't you out the door yet? I'll cover for you." I smiled then went to my desk, took my belongings and left. Thereafter, he had my full commitment…CONTINUE READING HERE!!!

Leading Like a Woman

I recently returned from a two-day retreat with 15 other women CEOs. It was powerful being together with these kick-ass women who lead every day in their businesses and their industries. We learned a lot together, laughed a lot, and honed our leadership skills in order to bring greater value to our respective companies.

While I was at the retreat, I found myself in a very introspective mental space. You see, I realized that female leaders are both empowering and inclusive. And – in my experience – more so than their male counterparts. I also realized that there are too few women in leadership positions…CONTINUE READING HERE!!

How to Become a VP of Sales by the Time You’re 30

Have you ever wondered how to become a VP of Sales? I can tell you exactly how to do it, because I’ve lived this journey myself. By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. And while there is no one perfect trajectory that a sales career follows, there are some key questions you should ask yourself before you start the journey.

How can you become a VP of Sales? Are you prepared to be in charge of the company’s most critical assets? Are you ready to hire and retain a sales team of the best and brightest? Can you spot sales performance issues before they blow up? Are you ready to create predictable revenue based solely on your leadership skills?…CONTINUE READING HERE!!

How to Walk Away from a Bad Deal

Another quarter sales target just barely made. It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it).

It’s not that you haven’t been down this path before. As Yogi Berra would say “It’s Like Deja Vu All Over Again.” It’s not the first time there was a close call because somebody wasted your time. And there were other bad deals in the past.

What if there was a way to know bad deals before they happen? What if you didn’t feel like you don’t know when to walk away from a bad deal? What if you could keep your emotions in check and avoid getting too deep into a process and wasting your time or striking a bad deal?  What would that mean to your bottom line?…CONTINUE READING HERE!!

Discovery Calls with Educated Prospects

During discovery we mostly think of the things we need from the prospect - budget, authority, next steps, timelines... the list goes on. But what about the value the prospect expects to get from the call? In our last article in the Discovery Call blog series, we called it an ideal discovery experience.

This experience is even more critical for the “educated” prospect…CONTINUE READING HERE!!

7 Holiday Email Templates for Salespeople

‘Tis the season for sugar plums and stalled deals. You release emails into a void darker than Black Friday, and the only thing you’re collecting is OOO auto-replies. And while regular people enjoy slices of pie and seemingly endless vacation, you’re enjoying a second helping of “Bah Humbug” and sweating your looming number. Sound familiar?

To help, I’ve pulled together seven email templates with eye-catching subject lines and get-to-the-point messages for more opens and higher response rates -- even as your prospects have one hand in the cool whip and the other on their expanding waistline…CONTINUE TO TEMPLATES HERE!!

How to Use Netflix Secrets to Create Binge-worthy Effective Sales Pitches

They say the average human attention span is shorter than a goldfish’s. Yet, a new study just came out saying that the average person watches 18 days worth of Netflix a year.

The math doesn’t exactly add up. But what’s the difference? How do you get your viewers to figuratively “hit full screen” and give you their complete attention, instead of Amazon Prime shopping in the background?

Netflix inspires binge-watchers via visuals, a great story, and compelling dialogue. How can you apply this to your own sales pitches? There are more similarities than you think. The best salespeople are spellbinding storytellers, who have their audience on the edge of their seat— not glued to their smartphone. How do they do it?…CONTINUE READING HERE!!

How Smart Is Your Sales Playbook?

I read a quote the other day that immediately resonated with me:

“Memorizing a playbook is like memorizing a script. When they change the script at the last minute, it’s like changing a play in the game.”

Never has this been more true than in the art of selling. No two deals are the same, though they likely share common DNA. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors—building playbooks for your sales teams is more like writing a “Choose Your Own Adventure” novel.

In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. In sales, it’s not much different…CONTINUE READING HERE!!