Not every lead is worth pursuing. Like prospectors sifting for gold, sales reps must screen contacts to cherry-pick hot prospects using qualifying questions. This complete guide explores what sales qualifying questions are, when to ask them, how to frame them, and tips for using them strategically. Learn the art and science behind qualifying leads with targeted questions to boost conversions. What are Sales Qualifying Questions and Why are they Important? Sales qualifying questions are crucial … Read more

Is your B2B sales team stuck in an outdated relationship-building mindset? Learn how the challenger methodology flips the script on complex sales – and drives results. This comprehensive guide explores why challengers succeed, how to train reps, and real-world implementation tactics. Get ready to challenge customers and take control of the conversation. What is the Challenger Sales Model and Methodology? The challenger sales model is one of the most influential and effective selling methodologies for … Read more

Are you debating between pursuing a career as an account executive or account manager? Though the roles sound similar, there are key differences in duties, skills, client interactions and more that set them apart. By understanding how account executives and managers diverge, as well as align, you can make an informed decision about which sales career path is the better fit. This comprehensive guide examines the contrasts and comparisons on all fronts – from core … Read more

Tired of being a pushy salesperson, whom people don’t listen? There’s a better way. Consultative selling focuses on building trusting relationships by understanding customers’ needs first. This in-depth guide covers everything from consultative selling techniques to real-world examples and implementation tips. Learn how leading with insight over pitches wins more deals and lifetime partnerships. What is Consultative Selling? Consultative selling is an approach focused on understanding and solving customer problems through personalized solutions. It prioritizes … Read more

Want your emails to drive more leads and sales? Forget generic blasts. You need strategic customer success stories that convert. This guide will teach you how to craft compelling case study emails that grab attention and inspire action. You’ll get hands-on tips to: Ready to turn your customer wins into an arsenal of selling case studies? Let’s get started! What is a Case Study Email? A case study email is a specialized type of email … Read more

Done right, sequences can transform your ability to engage, nurture, convert, and retain contacts over time. Pick one or two high-value scenarios to start sequencing today and expand from there. With a strategic mix of education, promotion, and urgency delivered consistently across channels, your sequences will boost results and grow your business. Introduction Sending a single promotional email or making one sales call is often not enough to capture someone’s attention and motivate them to … Read more

In this comprehensive guide, we’ll demystify the infamous Promotions tab, investigate what causes that dreaded purgatory placement, and explore pro tips to improve visibility and engagement even when your emails get filtered. Welcome to Promotions tab paradise! Understanding Gmail’s Promotions Tab and How It Works Gmail rolled out a major update back in 2013 that introduced tabbed inboxes. This included the infamous Promotions tab that has caused headaches for many email marketers over the years. … Read more

Are you staring down the barrel of an upcoming sales assessment? Stress no more! This comprehensive guide arms both sales job candidates and recruiters with an in-depth look at sales assessments—what they are, how to crush them, and how to create effective assessments. We’ll explore the various sales assessment formats, benefits for employers, preparation tips for candidates, best practices for design, sample questions, key resources, FAQs, and more. Time to demystify sales assessment testing! What … Read more

Sending effective cold emails in bulk without hitting the spam folder or getting blacklisted is an art. Do it right, and your campaigns will convert customers like clockwork. Do it wrong, and you’ll kill deliverability before even getting started. In this complete guide, we’ll explore the proven best practices for sending mass cold emails that recipients actually want and look forward to receiving. You’ll learn tactics for smart list management, writing compelling copy, automation tools … Read more

How does a sales rep go from random product peddler to trusted advisor? Consultative selling. This guide covers everything from real-world examples to mistakes to avoid when implementing this customer-centric sales approach. What is Consultative Selling? Consultative selling is a sales methodology that prioritizes building trusted relationships and understanding customer needs above pitching products. Unlike traditional sales approaches that focus on “closing” deals, consultative selling takes a more nuanced approach to guide customers to the … Read more