Ask any salesperson with some gray hairs if cold calling works, and they’ll probably tell you to smile and dial. That’s because cold calling indeed “works.” If you spend enough time calling, you’ll book a meeting. With enough meetings, you’ll make a sale. But, everything has an opportunity cost. Time spent cold calling is time…
Well-defined sales pipeline stages allow reps to track their deals and nurture their prospect from lead to customer. Whether you’re just getting started in B2B sales management, want to improve your team’s performance with repeatable, proven practices, or anything in between, you need a sales pipeline in place. In this post, I’ve assembled a step-by-step…
Hi, it’s me again, just checking in. Following up. Circling back. Despite the temptation to try this easy follow-up opener, I never recommend that salespeople send “just checking in” emails. The simple reason? They don’t work. It feels like a guilt trip, and doesn’t add new value or pique the prospect’s curiosity. But that doesn’t…
When I was in 5th grade, I was voted “Most Reserved” in the yearbook at Dewey Elementary School in Cherry Hill, NJ. I had just moved back to Jersey after bouncing around SoCal. I was a shy kid, nervous about making new friends. No one would expect me to go into sales, a field that’s…
Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. As whispers (or shouts) of an economic downturn persist, salespeople need to shift from defense to offense. This means retiring the old playbook and getting creative with your sales strategies. Here, we cover the top consumer…
When it comes to sales emails, the old adage holds true — you only get one chance to make a first impression. To help you stand out in people’s inboxes, I’ve rounded up a list of sales email statistics to help you shape your subject lines, boost your open rates, and get potential customers to…
To be honest, when I hear the word “agent,” the first thing that comes to my mind is a slick, fast-moving character in an action thriller clad in all black and getting things done with scary efficiency and great hair. And this is exactly the difference between AI models and AI agents. If you’re here,…
All kinds of economic changes affect businesses, whether full-blown recessions or market fluctuations. Unfortunately, financial uncertainty can cause companies to fail entirely, but it’s possible to push through the storm and succeed. Who better to learn how to weather economic uncertainty than those who have already done it? For this piece, we surveyed hundreds of…
I’ve made over 11,000 cold calls. I’ve booked 335 meetings, closed over $287k at a startup company and $40m in an enterprise multinational company, and saw what works. I’ve also seen what burns out reps fast. I remember one call early in my career that still haunts me — in a good way. I dialed…
As a freelance writer, I constantly learn about new industries and how they work. Lately, I’ve started to learn more about entrepreneurship through acquisition. In my former life as a Spanish teacher, private equity and acquisition entrepreneurship weren’t on my radar. Instead, I was more focused on learning to make the language more comprehensible. So,…