Most salespeople are busy. Few are productive. They chase. They pitch. They get ignored. And the cycle repeats. Why? Because they're committing one of the worst offenses in modern sales: They’re treating LinkedIn like a job board instead of a…
Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough prospecting. In sales, everything rests on…
You’re on LinkedIn, but do you really know how to use it effectively? There’s no good reason to avoid mastering LinkedIn. Your prospects are on LinkedIn actively engaging, researching, and making decisions. LinkedIn is the most powerful professional ecosystem on…
Cold calling terrifies most salespeople more than losing their biggest account. The rejection. The hang-ups. The voice telling you that you're bothering people who don't want to hear from you. Before transitioning into sales, Steve Munn spent nine years as…
Here's a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there's zero technology, no tools, and absolutely no data resources available? That's the challenge Matthew Russell brought to…
Every day, your prospects are assaulted by a digital firehose of generic, AI-generated emails and connection requests. It's an incessant barrage of noise, and as a survival mechanism, your buyers have learned to ignore it. The world is learning to…
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end your year strong, hit your income…
Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities with annoying prospecting sequences? That's exactly what Angie Anderson asked during a recent…
Walk into any sales conference, scroll through LinkedIn, or join a sales team meeting, and you'll hear the same tired arguments: cold calling versus social selling, interruption versus relationship-building, quantity versus quality. The sales world loves a good debate. These…
Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing, and by the end of the…
I was delivering social selling training to a company recently when one of the sales reps said the one thing ALL sales managers hate to hear. As a former sales leader myself, it sent shivers up my spine. The worst…
In today's economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the microscope. Customers want proof of ROI, so you have to show measurable value while driving growth.…