sales strategies

Client Pain Point Profile

Discovery, Demo, or Disconnect?

Sales people have been giving tech demos for a long time. Are we getting any better at it?

Read full post
best-sales-focused-reading-blogs-books

5 Books & Blogs That Will Make You Better at Inside Sales

Yes, best performing salespeople learn from experience and develop “grit”... But a commitment to lifelong learning is just as important

Read full post
a-pile-of-books

What You Won’t Learn From Books About Sales

Sure, a book can outline strategies, but it can’t help you develop the character - or grit - necessary to get people to sign on the dotted line.

Read full post
Preventing Sales Demo No-Shows

11 Tips to Get the Meeting and Not Get Stood Up

How do you ensure that once you do snag that meeting they won’t flake at the last minute and lose momentum?

Read full post
DiscoverOrg & HG Data Integration: Interview with Henry Schuck & Mark Godley
Overcoming-Sales-Objections-DiscoverOrg

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

Sales Objections are your friend. You want to deal with them head on & give the prospect the opportunity to tell you their objections while you’re on the call.

Read full post
5-personalities-to-prospect-to-400x320

Always Be Connecting: 5 Personalities to Prospect

Sales, at its core, is simply making connections and relating to other human beings who have a problem - one that they hope you can solve.

Read full post
Sales Development Cloud, An Interview with Kyle Porter of SalesLoft

Our Head’s in the (Sales Development) Cloud with SalesLoft CEO Kyle Porter

Just ahead of their Rainmaker conference, headlined by Gary Vaynerchuk, we sat down with Kyle Porter, SalesLoft’s CEO, to get his take on where the world of sales development is going.

Read full post
Traits of a Good Sales Manager

Should You Promote Your Best Salespeople to Management?

As a salesperson they excelled. As a sales manager they struggle. It’s all too common of a story.

Read full post
Sales Taco Analogy | DiscoverOrg

Why Sales Is Like a Taco

No matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote.

Read full post