AI Sales

AI isn’t the biggest hurdle for sales teams anymore — that’s what I learned after speaking with several sales professionals. As 2025 unfolds, I’m seeing a clear shift in where sales leaders are putting their focus. Pipeline growth and revenue performance are taking center stage — 64% of sales leaders told us that’s their top…

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I’ll admit it — I didn’t always put much thought into my sales email signature. Early in my career, my email sign-off was just my name. After reading countless emails from prospects and peers, I realized I often start reading an email at the bottom, with a quick glance at the sender’s signature to learn…

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Pipeline management training (or sales pipeline training) can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales teams improve their account management processes. Better sales management coupled with robust account-led processes puts your company on track to meet and even exceed revenue goals. Sounds too good to…

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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…

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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…

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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…

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