Some things flat-out haven‘t aged well — like the first food pyramid, those ad campaigns from the ’50s where doctors endorsed cigarette brands, and roughly 90% of comedies from the ’80s (to name a few). It’s a trend that has a place in virtually every facet of life, and sales is no exception — a…
Over my decade of B2B sales, I learned that to build a high-performing sales team, you have to hire high achievers. Here’s the key: have the right sales interview questions to ask. Hiring top-tier salespeople is challenging at the best of times. Selecting and onboarding the wrong candidates can keep your company from meeting important…
I was recently assigned the task of forecasting demand for a project. I set to work using my usual methods, but I’ve not explored AI in demand forecasting. My recent project got me thinking about AI’s role and whether AI could (a) aid the demand forecasting process and (b) save time. I needed expert advice…
If you were to ask me about what I’d include in a perfect recipe for how to open a cold call, I’d tell you that, unfortunately, there isn’t one. However, hope isn’t totally lost. There are actually a few frameworks that do the trick, especially if your ultimate goal is to nurture a prospect and,…
72% of marketing professionals believe that by 2030, AI/automation will be advanced enough to reach out to prospects completely independently. Prospecting is an extremely critical step in the sales process and by adopting AI, you’re bound to develop strategies that’ll help you secure leads more successfully. But as AI technology continues to rapidly evolve, sales…
HubSpot’s Sr. Trends Researcher, Max Iskiev, tracked a lot of evolutionary changes in 2024. But, there’s a major shift hitting the sales world that might be the most impactful of them all. If you’re thinking what I’m thinking, you already know what I’m about to say. While most folks spent all year prophesying about the…
Getting ghosted is an unfortunate fact of sales life nowadays. Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don’t have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at…
As a business owner, you’re bound to make some mistakes and encounter a few business failures. There’s no shame in that. And if it makes you feel any better, Alex Hormozi, CEO and Founder of Acquisiton.com, isn’t afraid to admit that he’s done this plenty of times in his entrepreneurship, investment, and philanthropy journeys. If…
Inside or outside sales? I’ve often seen how these two strategies are at odds with one another. But, as someone who’s been in sales for over a decade now, it’s becoming evident that the two roles need to blend, as both have become a vital part of sales organizations. So, are the lines really blurred?…
Michael Acton Smith built an empire on the back of a stressed-out society. Okay, that sentence sounded better in my head, and upon looking at it in print, it‘s pretty imposing — not exactly in keeping with the spirit of Acton Smith’s meditation and mindfulness app, Calm. Still, it‘s true (even if it’s not totally…