AI Sales

When I first started covering B2B SaaS, I used to skim over sales statistics, thinking, “Interesting, but not immediately useful.” I couldn’t have been more wrong. The more I worked with sales-led teams, the clearer it became: top-performing reps use industry data to fine-tune everything — when they reach out, which channels they prioritize, even…

Read more →

If you’re like me, you’ve asked this question: What is the difference between a salesperson and a business development representative (BDR)? Well, here’s what I found. A salesperson usually deals with warm leads. That is, people who already know what they want and just need some guidance to make a decision. But a BDR? That’s…

Read more →

During my time as a B2B sales rep, my voicemail greetings started off being long-winded, pitchy, and wordy. I thought that having a good voicemail greeting consisted of saying all the right things to guarantee the prospect answering my callback. Many believe voicemails don’t convert and are a waste of time, but I learned that…

Read more →

Most small businesses know the frustration of scaling their tech all too well. As they address their pain points in day-to-day operations, they find themselves buried in tedious setup processes, constant troubleshooting, and tools that just don’t scale. I researched several companies who have shared about their struggles and the subsequent success they found in…

Read more →

I feel like starting a retail business has never been easier — there’s a YouTube video and tool for everything. But growing one is exceedingly challenging. To survive in a competitive market, brands have to outshine their competitors and reach their customers where they are globally. This is a challenge, especially if you don’t have…

Read more →

Cold calling might be the most dreaded activity in sales, especially during a slow season. As someone who‘s trained countless sales professionals at HubSpot, Stage 2 Capital, and Harvard Business School, I can tell you it’s also one of the most misunderstood. I run an exercise in some of my HBS classes. We have students…

Read more →

Finding the right sales tools for small businesses can make the difference between chasing leads endlessly and closing deals with confidence. As someone who has worked closely with a small business owner, I know how important it is to have tools that help us work smarter. In this article, I’ll explore what I believe are…

Read more →