sales strategies

Maslow Hierarchy for Hiring

Maslow’s Hierarchy for SDR Teams

In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.

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Increase of Sales Stack: An Interview with Holger Shulze

Blast Off of the Sales Tech Stack: Interview with Holger Schulze

Sales tech survey aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

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online dating is like prospecting

How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.

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Map of US Account Based Everything

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

What would happen if organizations began removing seller burdens one at a time starting with prospect analysis?

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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?

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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

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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.

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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?

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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.

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