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…
I have a confession: I haven‘t recorded a new voicemail greeting in nearly a decade. Since then, I’ve (hopefully) become more articulate, poised, and self-assured. But if you heard my voicemail recording, you’d think I was still new to the work world, a little unsure of myself — and probably not an authority. If you…
Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional’s year. As someone with extensive experience leading teams of SDRs, I’ll…