Without a client management system, also called a CRM, most businesses struggle to provide a great experience for their customers. All because their customer data is scattered all over the place, and it’s difficult to keep track of customer interactions and conversations. As a customer, let me confess that I’m loyal to my favorite brands…
One time, when I worked for IBM, I asked a prospect from a well-known engineering software company if they had determined a budget for their digital transformation initiative. He replied, “Oh, you are doing BANT qualification? I’ll make it easy for you. My budget is X, I am the project lead, I just described our…
A customer relationship management (CRM) database will help your company automate data collection and sales processes. With a hand from technology, you can boost conversions and provide collaborative access to critical customer data. Many CRM databases are cloud-based, so teams have access to contact data anytime and anywhere. CRM databases are considered the third major…
Welcome to HubSpot’s Sales 101 — a crash course on some of the key concepts, tools, and tactics you, a new or aspiring sales rep, should have a grip on as you get your career off the ground. Sales is, at its core, a fundamentally technical practice that’s guided by finesse and creativity. So while…
A strong sales strategy plan creates the foundation for a cohesive and successful sales organization. Sales strategies and initiatives also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. In this guide, I’ll dig into some sales strategies and initiatives that I’ve found can…
As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability…
When you start a new company, you probably aren’t thinking about handing it off to someone else. It’s your baby! But over time, some entrepreneurs “outgrow” their business, due to a shift in direction, priorities, or opportunities. When that happens, your best option could be to find a buyer. Alexis Grant knows all about that.…
I started a local HVAC business in the summer of 2020, and since then, I’ve learned a lot about which steps are most important for getting a business venture off the ground. To help you make your business idea a reality, I’ve put together a complete guide that walks you through the steps of starting…
I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign…
I‘m garbage at gambling, and the two trips I’ve ever made to casinos are a testament to that. I remember losing $200 in Vegas when I was 21 — which, when adjusted for broke college student-ness, equals roughly $1.4 million. I don‘t know when to hold’em, and moreso, I don‘t know when to fold’em. Now,…