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,…
The final quarter of the year is crunch time for sales teams. It‘s when you’re racing to hit annual targets, close big deals, and set the stage for a strong start to the next year. But let‘s face it — Q4 can be tough. Clients are distracted by holidays, budgets are tight, and everyone’s feeling…