How to create a sales process that drives results, directly from a sales pro
.Sales used to feel like a blank canvas every time I picked up the phone. No map, no rhythm, just intuition and hustle. That might work in the short term,…
How to create a content style guide [+ free guide & examples]
Every content team has a different idea of what ‘on brand’ means — until you write it down. I’ve found that having a content style guide is vital to getting…
16 website metrics to track for growth
Whether it’s setting up analytics for a brand new website or diving deep into data to help inform strategic direction, I spend a lot of time configuring and analyzing website…
15 crucial questions to ask prospects throughout the buyer’s journey, according to HubSpot’s former sales director
If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so because sales is now an increasingly consultative profession. Success today is less about “always…
What is a domain name? See these definitions + examples
Whenever a new business idea pops into my head, the first thing I do is check if the domain name is still available. That little habit has led me to…
Inside the MEDDIC sales qualification process: My step-by-step approach for B2B reps
There are several different approaches and frameworks used in the sales qualification process. Given the various ways to discover the best lead, I think any approach could be effective, depending…
Signs it’s time to redesign your website [+ 15 steps to follow]
I never thought I needed a website redesign strategy until I lost search traffic and the revenue it brought. That was in 2022, when I had several websites generating earnings…
Boost B2B Sales by Focusing on Win Rate First
Yesterday, we looked at the hidden cost of low win rates: lost revenue, higher customer acquisition cost (CAC), wasted sales effort, low morale, damaged reputation, longer time to goals, and missed…
Why blog? The benefits of blogging for business and marketing
With 5.5 billion people online (and counting), the internet has never been busier — or had more opportunity. But, businesses keep asking if blogging benefits are still worth the effort.…
Why Win Rates Are Collapsing And How to Fix Yours
Research shows average sales win rates hover around 21%, meaning nearly four out of five opportunities are lost. In enterprise sales, win rates can fall to 5–10%, leaving 90% of the pipeline dead or dying before it…