As a freelance writer for B2B SaaS companies, I wear many hats — including that of a salesperson. Just last week, I was juggling multiple projects when I realized I’d forgotten to follow up on a warm lead. My heart sank. That potential client had shown genuine interest, but in the whirlwind of deadlines, they‘d…
B2B cold calling is one of the most frustrating but essential pillars of many a sales org‘s operations. It has a brutally low conversion rate, often puts you on the receiving end of some verbal abuse, and can take the wind out of even the most enthusiastic and resilient rep’s sails. Still, despite all of…
A ton of time, resources, and effort go into relationship-building in sales, so something as seemingly insignificant as a follow-up email after a meeting or conference is often an afterthought for a lot of sales professionals. But make no mistake. Those kinds of messages can make a pretty significant difference, and you should always stay…
I have a confession: I haven‘t recorded a new voicemail greeting in nearly a decade. Since then, I’ve (hopefully) become more articulate, poised, and self-assured. But if you heard my voicemail recording, you’d think I was still new to the work world, a little unsure of myself — and probably not an authority. If you…
Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional’s year. As someone with extensive experience leading teams of SDRs, I’ll…
Calendars, planners, to-do lists. These are just a few of the tools we use to stay on top of our day-to-day activities. But how can you stay on top of your sales activities? With sales trackers. If you‘re a sales leader, it’s important to determine the key metrics for evaluating your sales team. By using…
As a B2B SaaS content strategist, I‘ve found myself on the receiving end of countless cold calls, especially after signing up for industry reports. It’s always a strange experience that keeps surprising me. Just last week, after downloading a marketing automation whitepaper, my phone lit up with calls from eager software representatives. What strikes me…
In every sales role I’ve had, from individual contributor to head of the department, sales projections have played a key role. Company leadership needs sales projections to make practical decisions about hiring, R&D allocation, capital investments, and more. I’ve also found them useful as an individual salesperson to take stock of my pipeline, assess quota…
Time is an entrepreneur’s most precious resource. One of my previous clients, a serial entrepreneur, joked that his first hire was an accountant. He excelled at talking with clients and needed help crunching numbers. Trying to do it all as a business owner will quickly lead to burnout. That’s why the entrepreneur resources and tools…
Your network of business contacts is everything in the professional world. It’s where you’ll turn throughout your career when you need a job, employees, investors, suppliers, partners, customers, and more. I’ve leveraged my network to fill all of these needs for myself and others, and there’s a huge array of tools that will help you…