Before I make a purchase, I do my homework. How many companies are selling what I want, and at what price? My goal is to balance cost and quality — if a brand offers the best of both worlds, I’m sold. But how do companies find the sweet spot for sales? With more than 80%…
Sales qualification streamlines the process of turning potential buyers into serious prospects. When done well, sales qualification reduces the time required to determine if you’re talking to the right person. Are they interested in what you’re offering? Is there a specific business challenge your product could help them overcome? I’ve had my fair share of…
Time is a precious resource in sales. The efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to gauge your performance all hinge upon how effectively you spend yours. But efficiently and effectively allocating your time can be tricky in sales, and running into at least a few…
When I started out in sales, I avoided video calls with prospects for months, convinced I could build trust just as well through email. But during one particularly challenging quarter, I decided to test this assumption — and sales mirroring — by turning my camera on for every sales conversation. What I discovered changed everything:…
AI is becoming a core part of CRM systems. Considering the time-saving benefits, it’s unsurprising that generative AI CRMs can be incredibly valuable in helping businesses grow. I’ve already written an article on CRMs with AI, but I wanted to take my curiosity about AI and CRM one step further. So, in this article, I’m…
Trying to get in on the AI boom probably feels a bit like traveling to California in the 1840s to get your hands on some gold. Ok, sure, maybe that’s an exaggeration, but I can see why entrepreneurs might find it daunting to come up with an AI business idea at the moment since many…
When I worked at a SaaS company, one of my responsibilities was to create content — and there were dozens of articles that I created, which were also signed with my name. The articles featured plenty of first-person experiences. After I left, a new person took over and replaced my name with theirs as the…
As a sales manager, I have pipeline meetings often. But along the way, I’ve learned that pipeline review meetings can be an incredible coaching opportunity — you just have to approach it right. Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league…
Over the course of my career, I’ve learned firsthand that practicing good sales behaviors is essential for success … and that bad sales behaviors can sink an entire sales org. Developing good sales behaviors yourself and helping your team improve is the hallmark of an effective sales professional. But it’s hard to know how to…
Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024, reps are still struggling to meet their sales goals. To shed some light on the matter, I’ll offer my personal insights on…