Summary How do you get your first customers when you have no sales experience and no reputation? Target people who have not committed to a competitor yet. Define a tight ideal customer profile, qualify fast on one disqualifying question, use…
Summary Sales reps who sprint through their prospecting activity burn out fast and end up with empty pipelines by mid-quarter. The fix is not working harder out of the gate. It is building a measured, sustainable prospecting pace that holds…
Here is the truth about enterprise selling right now: the dividing line in the age of AI is people, not technology. The salespeople who figure this out are going to pull away from the rest of the field, and the…
Summary Prospects ask about price on a cold call because they are overwhelmed, not because they are serious buyers. The fix is a combination of better call timing, confident objection responses, and language that redirects the conversation toward a meeting.…
Quick Summary Q1 surfaced a consistent theme across our best podcast conversations: the reps who win consistently are the ones who treat the fundamentals (goal setting, communication, prospecting discipline, and self-awareness) as non-negotiable. In this Best of Q1 roundup, I'm…
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly, why they keep happening, and what…
You're on LinkedIn every day. You're posting, commenting, engaging with prospects, and doing everything the “experts” told you to do. Your activity metrics look great. Your pipeline looks terrible. And you can't figure out why. I had this exact conversation…
We all have the same number of hours in a week. The same golden hours. Yet so many sales reps do a poor job of protecting them. I have a customer who sells into manufacturing. One of their top reps,…
Here's a question that should stop you in your tracks: What do you do when you're booking meetings but prospects keep ghosting you? That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after…
Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones? That is the challenge…
Here's a question that'll make every salesperson's blood pressure spike: What do you do when your cold call gets an objection in the first five seconds because prospects immediately stereotype you as something you're not? That's the challenge facing Rick…
Here's a question that'll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar, and then... your prospect no-shows? That's the challenge Emily Weissmueller faces every single day. Emily…