Today’s buyer is more informed than ever, thanks to the vast amount of information at their fingertips. Because of this, the balance of power has shifted from the sales rep to the buyer in most sales conversations. This is why pushy sales tactics aren’t as effective as they used to be. Instead, to be successful…
You have a list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Imagine picking up the phone with no idea what you’ll say or how prospective customers will respond.…
When I think of ecosystems, I picture the rainforest, and I’m not too far off. Sure, in the business world, there are fewer plants and animals. However, there are still interconnected entities that coexist, compete for resources, and work symbiotically. Some members of your ecosystem are your competitors. Others are partners who can work with…
In a previous role selling software, I kept running into the same issue. Despite winning demos from researched and personalized pitches, I struggled to convince prospects to rip and replace a competitor’s solution. Most of them had used the industry incumbent for years. The cost and uncertainty of a migration just wasn’t worth the effort…
The B2B buyer’s journey has shifted profoundly over the past few years; if you’re wondering why, I’ve got one answer: An overwhelming amount of choice. As G2’s Director of SMBs Mike Buscemi explains, “Software buyers today act like B2C consumers because they have so many options. Hundreds of software vendors are out there, and over…
As someone who loves exploring how technology reshapes industries, I’ve noticed a pattern. Great enterprises aren’t wished into existence, and the ones who often are able to cut through the noise are those willing to reimagine the basics and disrupt. 2025 is here and the entrepreneurial world is brimming with companies that are rewriting the…
Social selling is more relevant than ever. How can I be so sure? Because there are over 5.24 billion active users on social media. Sales leaders with a forward-thinking approach must incorporate these practices into their sales forces or risk falling behind more proactive competitors. However, the volatile nature of social media means that selling…
Is revenue the same as profit? I bet you sit down and ponder that question quite often. Oh, you don’t? Well, as a salesperson, you probably should think about that because, no, they aren’t the same, but they’re both crucial metrics to track to understand sales performance, forecast effectively, and spend wisely. Here, we’ll take…
The first time I shopped for small business insurance, I was completely overwhelmed. I knew I needed coverage to protect my work, assets, and employees, but every quote I received was different. How much should I actually be paying? And how could I be sure I was getting the right coverage for my business? After…
Every good sales representative and leader I’ve interacted with swears by the SPIN selling framework. Why? Because it’s a research-backed framework for sales reps to effectively understand buyer needs, offer meaningful solutions, and win more deals. The SPIN method simplifies sales by steering away from a transactional process. Instead, you have to actively listen to…