As my career in sales has progressed, I’ve learned the art of sales account planning through a lot of trial and error. I realized that a closed deal is just a small win. There’s more to it than closing it and calling it off. And if you’re a B2B account manager or sales executive serious…
Sales planning is a fundamental component of sound selling. After all, you can’t structure an effective sales effort if you don’t have, well, structure. In my experience, everyone — from the top to the bottom of a sales org — benefits from having solid, actionable, thoughtfully organized sales plans. This kind of planning offers clarity…
Controversial hot take incoming: Summer’s kind of a bummer. And if you know the sales industry well, you already know what I’m going to say next: Your team’s motivation levels could be tanking right before your eyes. Now, your sales team may not be outwardly saying this but … they’re most likely (definitely) feeling it.…
Nobody’s perfect. Some of us miss trash day and have our apartments smell like swamp water for the rest of the week. Some of us forget our anniversaries and have to scramble to CVS to pick up those mediocre chocolates in heart-shaped boxes the day after (that do exactly nothing to remedy the situation) ……
In a lot of ways, extensive product knowledge is the basis of a sound sales engagement. The most effective sales reps act as educated, consultative resources for their prospects — and you can‘t sell from that position if you don’t know your offering inside and out. Still, sales leaders often struggle when it comes to…
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…