When I joined a SaaS startup as the Head of Sales, we were an emerging upstart in a crowded space. It was an uphill battle trying to explain who we were and convince skeptical prospects to take a chance on our solution. Fortunately, the prospects we did close became big fans, and they thought of…
Scheduling is easy until you get stuck between multiple teams, projects, and clients’ time zones. At that moment, it turns into a pain in the neck. I experienced this firsthand, adding the fifth time zone to my Google Calendar and double-booking meetings or apologizing for being late every now and then … Which is so…
Successful leaders and entrepreneurs are valuable sources of motivation. When I feel like I need guidance, an inspirational quote can inspire me to do my best work. That’s especially true when they come from my favorite leaders — like Steve Jobs, Oprah Winfrey, and Walt Disney. Many of these experts condense their life experiences and…
Let’s face it: AI isn’t going anywhere. In fact, when it comes to the big wide world of sales, folks seem to be getting nice and cozy with the idea of using AI for all things sales-related. In the last year alone, I – and the entire world, it seems – noticed that AI made…
My sales career has largely centered around helping SaaS organizations navigate the sometimes rocky transition from founder-led sales to a more structured and scalable approach. Because so many inbound leads in the former circumstance have pre-existing relationships with the company founder(s), it’s common to see those relationships doing most of the heavy lifting when it…
I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. Ready? Credibility is the currency of sales. It’s the most…
What is entrepreneurship? Simply put, it’s the process of starting or improving upon a business with the goal of making a profit. Communities depend on entrepreneurship for innovation, job creation, and economic growth. Of course, entrepreneurship comes with risk — I know from experience. There are 33.2 million small businesses in the U.S., and yet…
A good business idea may seem hard to come by, but with some planning and preparation, you can easily launch a small business to supplement your income — or become your own full-time boss. Maybe you already have an idea of the business you’d like to start. But while you might feel ready for a…
Pricing your products and services can be challenging, especially since over 80% of consumers say they compare prices between competitors before making a purchase decision. Set prices too high, and you risk losing sales. Set them too low, and you lose out on revenue. Fortunately, pricing doesn’t have to be a gamble. There are many…
I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them…