Does your sales team feel like they’re wandering aimlessly without a map? Are deals consistently getting stuck, stalled, or lost altogether somewhere in the pipeline? Do you lack visibility into what’s working and what’s not? If this sounds familiar, it’s time to chart a new course for revenue growth by mapping out your sales process. This comprehensive guide will cover everything you need to create asales process map that optimizes workflows, unblocks bottlenecks, and drives … Read more

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

Could your brand slip through the cracks during the customer’s purchase decision? Learn why brand salience is critical for sales – and how to become impossible to ignore. What is Brand Salience and Why Does it Matter? Defining Brand Salience Brand salience refers to how easily and readily your brand comes to mind for customers when they are in a situation where they need to make a purchase decision. It measures how prominent and top-of-mind … Read more

The world of sales is constantly evolving. With new technologies, strategies, and economic conditions shaping the marketplace, sales professionals need to stay sharp. While nothing can replace hands-on experience, one of the best ways to build your skills is by reading the latest sales books. But with thousands of options out there, how do you know which sales books are really worth your valuable time in 2023? That’s what we’re here to help with! In … Read more

Hopping on sales calls without understanding your prospect is like packing for a trip without checking the weather. You might make it there, but you’re guaranteed an awkward ride. Discovery calls are your chance to avoid discomfort and gather intel to pave the smoothest road to “yes.” This complete guide explores what makes or breaks those pivotal first conversations. You’ll learn proven tips to qualify leads, handle objections, follow up promptly, and continuously improve results. … Read more

Selling is harder than ever before. Prospects are busier, competition is fierce, and quotas seem to constantly rise. So how can reps stay sharp and gain an edge? By tapping into sales podcasts – the insider masterclasses delivering 24/7 expertise. We compiled the ultimate playlist of the 50 best sales podcasts for reps in 2023. Discover which shows offer actionable tactics, inspiring stories, and proven frameworks to equip any rep for sales success. Level up … Read more

Selling is part art, part science. While deals rely on strategy and process, success ultimately comes down to the personality behind the pitch. Top performers all share certain innate traits that drive results – qualities like resilience, ambition, and emotional intelligence. Personality tests have emerged as the sales world’s crystal balls, predicting which candidates will thrive or falter on the frontlines. This guide explores popular sales personality assessments, must-have attributes, and tips to showcase your … Read more

Connecting with people on a deeper level is both an art and a science. While some people are naturally gifted at forging bonds, rapport-building is a learnable skill anyone can master. The rewards of meaningful relationships built on mutual understanding and care are immense, both personally and professionally. This comprehensive guide reveals actionable techniques to quickly establish rapport through the power of thoughtful questioning and conversation. You’ll learn a toolkit of rapport-building best practices to … Read more

Cold calling. Lead gen. Non-stop outreach. Business development isn’t for the faint of heart. But do you really know what BDRs do day-to-day and why they’re invaluable to revenue growth? Grab some coffee and read on as we decode the often misunderstood role of these critical prospecting superheroes. What is a Business Development Representative (BDR)? A business development representative (BDR) plays a critical role in driving new sales opportunities and revenue growth for organizations. But … Read more

We’ve all been there – you meet someone interesting at an event but aren’t sure how to craft the perfect networking email. This comprehensive guide reveals insider tips and templates for writing compelling, click-worthy subject lines guaranteed to get your emails opened! Why Your Networking Email Subject Line Matters In the age of inbox overload, crafting an irresistible networking email subject line is more critical than ever. With the average office worker receiving 121 emails … Read more