Imagine if you could pinpoint when you’ll have the cash flow to hire another employee, or how a supply chain disruption would affect your business. As a small business owner, I’m not a financial expert and I can’t predict the future. What I can’t learn or do myself, I automate. That’s how I started using…
When you first launch a new business, it’s natural to start with simple tools like notes and spreadsheets to manage your customers. But as your business matures, it becomes increasingly important to invest in a CRM — and to evaluate, set up, and use a CRM effectively, it’s vital to stick to CRM best practices.…
Imagine you’re at a department store, and the employee who greets you at the door doesn’t just say «If you need help, let me know,» and let you shop. Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, «Do you need help…
Sandbagging in the sales world is a popular yet controversial method for managing and exceeding sales expectations. And if the title of my post caught your eye — no, you shouldn’t do it. Every salesperson wants to shatter their forecasts, and while you might be tempted to leverage this convenient play, it can actually adversely…
Take it from me: Startup failure is incredibly common. While every entrepreneur wants their venture to succeed, the reality is that nine out of ten startups fail. Indeed, from revenue projections missing the mark to expensive marketing campaigns failing to make an impact, I’ve seen new companies fail in countless ways. A whopping 10% of…
As a freelance content strategist for B2B SaaS companies, I often work halfway across the world from my clients. Yet, face-to-face interaction is non-negotiable in my line of work. Video for sales has become my lifeline. I‘ve learned the hard way that poor video quality can cost you clients. But it’s not just about a…
Cold calling is the bane of plenty of sales reps’ professional existence — and I’ve had my fair share of tough experiences. It can feel like a grating, uncomfortable, often awkward process, involving a whole lot of rejection from frustrated prospects. That’s why any sort of cold calling tools that expedite the process and alleviate…
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…