What do you think of when you hear sales canvassing? Door-to-door visits? Politicians pitching their platforms? Fundraising calls? Sales canvassing comes with that all and much more, and is a common practice in sales. In this piece, I will give an overview of sales canvassing, explain the strategy’s benefits, and give salespeople’ tips for succeeding…
I’ll never forget our first real estate advertisement campaign for a client. It felt like a shot in the dark, but when the calls and emails poured in, I realized ads aren’t just about promotion — they’re about connection. In real estate, you’re not just selling homes; you’re building trust and showcasing expertise. With most…
Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Like the SaaS founder I was working with who said they needed better analytics when what they really wanted was to…
Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, “Oh, come on,” when a prospect brings up concerns. In those instances, you can‘t lose composure and run the risk…
Staying in touch consistently is key to keeping sales prospects interested, customers engaged, and vendors happy. But with all the contact data flying around, that’s easier said than done. That’s where a contact management system comes to the rescue. In this blog, I’ve rounded up 14 powerful contact management tools that’ll help your sales, marketing,…
What type of CRM software is right for your business? When I first started looking into customer relationship management (CRM) tools, I’ll admit — I was overwhelmed. There were so many options, each claiming to be the perfect match. But as I dug deeper, I realized that every CRM has its own focus and features.…
Two years ago, my sales pipeline was a mess — leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Desperate for a solution, I turned to target account selling — a method I’ve since refined into a system that’s helped me land six SaaS…
Writing a LinkedIn summary is one of those tasks that sounds easy until you try to do it. Should you recount your prior roles? List your accomplishments? Write in first-person or third? Or, should you forge ahead using the cookie-cutter bio LinkedIn wrote for you? (The answer to that question is no, but don’t worry…
Your ideal customer just placed their largest order yet. It sounds like a dream come true, right? Well, at least it did before you checked your inventory and realized you didn’t have the goods on hand to deliver — or the cash to purchase what you need from your supplier. But don’t throw in the…
If you’re in sales, you’ve probably tried a bunch of different sales methodologies, always looking for the one that sticks. One I’ve found interesting is negative reverse selling, part of the Sandler Sales Methodology. At first, the name might seem a little off-putting, but it’s actually pretty simple. The goal is to get your prospect…