For years, I was stuck in a cycle of undercharging. I had no clue how to price my services, and the fear of asking for too much kept me trapped in a cycle of dirt-cheap fees. Like many freelancers, consultants, and others, I struggled with the question: “How much should I charge?” There was a…
We’ve all been there. You’re working with a prospect. Things are coming along nicely. And then they go dark. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. And then … nothing. Weeks passed and…
I remember the day I decided to take the leap into full-time self-employment. I’d been juggling a corporate job and freelance work on the side for months and, despite putting in double the hours at my corporate gig, was earning only half of what my freelance work brought in. One particularly hectic week, as I…
Early on in my position as head of business development at Lead Prosper, a SaaS company, I found myself on the receiving end of a software demo for an industry-leading company. After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was…
The secret’s out: behind every “How do they do it all?” SaaS worker is a CRM platform holding their life together. If you’re new to the world of CRMs, then prepare to have your world turned upside down. I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact…
What does it take to become an expert salesperson? Over the course of my career, I’ve found that the best sales leaders are the ones who learn how to improve their sales skills continuously throughout their careers. Indeed, in my experience, great salespeople know that they’re never done learning. In this article, I’ll walk through…
Data is the key to making informed decisions and achieving success, so having a clear understanding of your sales metrics is essential. Without these indicators, it can be challenging to identify areas for improvement. Successful companies measure every aspect of their go-to-market model, sales strategy, and sales team, but with so many sales metrics,…
Albert Einstein once said, “In the middle of difficulty lies opportunity.” Now, I know what you’re thinking: Albert Einstein was a theoretical physicist, not an entrepreneur. What did this guy know about how to run a business? What do you, HubSpot blogger Justina Thompson, know about running a business? I’m no science savant, and I…
Welcome to Trends, a weekly newsletter with the zestiest business trends and actionable insights for entrepreneurs. We used to equate senior housing to sometimes-shady nursing homes with grumpy staff. Its image has since evolved into peaceful, near-lux facilities where older folks can relax, get quality care, and socialize with each other. Source: Yarn Now large operators…
The difference between an average rep and a good salesperson can be staggering, but that “difference” isn’t necessarily a given. There are certain habits successful salespeople exhibit and sales best practices exemplary reps abide by — and virtually any sales professional can learn and apply them. Good reps earn their prospects’ admiration, loyalty, and referrals.…