There are some qualities that you’re almost bound to find in every sales manager — things like people skills, ambition, and sales acumen are all central to earning the role in the first place. But the best sales managers don’t stop there. They exhibit other key traits and tendencies that move the needle, pushing…
Does the following scenario seem familiar? You email a timely objection response to a prospect to address their concern. You’ve presented and met with them numerous times over several months. You feel your offering is an ideal fit for addressing this company’s goals, and the prospect has expressed enthusiasm for working with you several times.…
AI … Will it decimate the human race? Replace the workforce entirely? Or will it dissipate into the ether, not with a bang, but with a whimper? As with many issues of our time, somewhere between the hype and speculation lies the truth. When it comes to AI business integration, specifically, the truth is surprisingly…
As a salesperson in today’s business landscape, you’ll need to better optimize your time and efficiency. Luckily, new artificial intelligence technologies are transforming the industry. You can now more easily meet sales targets, close deals, and foster customer relationships. Additionally, AI can help you focus on the parts of your job that you enjoy most.…
We‘re so deep in the AI revolution that it’s not really a “revolution” anymore. It’s a standard — a borderline ubiquitous factor in virtually every field, and sales is definitely no exception. It has a massive presence in the practice, including (or especially) in sales training. Artificial intelligence resources that augment, support, and streamline the…
Welcome to Trends, a weekly newsletter with the zestiest business trends and actionable insights for entrepreneurs. Imagine showing up to your job looking like a cyborg, or Iron Man himself. No, we’re not talking about your Halloween costume (we know some of y’all start preparing for that at the first fall of a leaf). We’re…
A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. But navigating social selling isn‘t always straightforward. There…
I worked as a sales development representative (SDR) at IBM for the first five years of my sales career. I learned then (and appreciated even more as an account executive) that SDRs are often the unsung heroes of high-performance sales teams. I still appreciate the critical role that SDRs play in gathering account intelligence and…
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…