Gen Z is poised to overtake Boomers in the workforce this year as the oldest members of the age group turn 27. Despite this, Gen Z is wearier than other generations about the “traditional” work options, craving autonomy, evidenced by a Quickbooks survey that found that Gen Z is more interested in starting their own…
Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there’s a good chance you’ve slipped up here and there. Maybe, you lost a deal because you forgot to follow up with a prospect. Or maybe, you lost valuable time hashing out a meeting time with…
You know the beloved tradition of sports fans throwing TVs out of their window after a loss? Not demure. Definitely not mindful. But there are moments in life where we get mighty close to acting that way. And rage rooms were invented for those moments. Source: Google Trends, six-month rolling average Also known as “smash…
During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. These lists would evolve, grow, and ultimately work best when they were imported into CRM, and were invaluable for helping me to: Meet my productivity goals…
Conducting a successful negotiation where both parties arrive at a productive, mutually beneficial outcome is a delicate art — one that’s every bit as screw-up-able as it is valuable. Thoughtful, effective negotiating skills are a “need to have” if you’re going to hack it in sales, but developing them is rarely straightforward. And if you…
When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. Many times I’ve been…
I run Breaking the Blueprint, a HubSpot Blog column dedicated to the unique challenges and opportunities of underrepresented business owners, so I know that minority groups face a unique set of challenges in accessing the resources they need to succeed, especially when that access is already limited. It’s unfortunate because diversity actually leads to positive…
Today’s salespeople have access to more data than ever — but not all data is relevant for making better decisions. Over the course of my career, I’ve learned that to sift through the noise, you need sales dashboards to visualize actionable data, analyze performance, and inform key business decisions. In this article, I’ll start by…
Send your best vibes — I’m considering the purchase of a florist shop. I’ll be scoping out the best AI pitch deck generators to help me get started because outright buying a business is financially laughable for me. Let’s build a strong pitch deck to convince potential investors. A successful pitch deck is brief and…
Sales coaching sessions can help your reps secure bigger deals and tackle common obstacles to buying. Coaching can lead to a 28% higher win rate and an 88% increase in productivity. In this guide, I’ll walk you through everything you need to know about sales coaching. We’ll also go over the model, techniques, tools –…