Sales email vs. cold call: When to use each, according to data
.Sales is about getting the right message in front of the right prospect. It’s as simple as it sounds, but over my career I’ve seen a substantial and accelerating evolution…
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,…
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…
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…
How to end a sales email: Closing statements & tips from a quota-carrying salesperson
As a B2B salesperson for companies like IBM and Open Text, I’ve had to work hard to earn every meeting, especially in industries where inboxes are overflowing and priorities shift…
My 8 favorite invoice & billing software solutions for small businesses
For the longest time, I was on the fence about creating manual invoices versus using invoice software for my side hustle. My tech-savvy friends often raved about using the latter…
Inside the world of AI BDRs — can AI replace human business development representatives?
If you’re like me, you’ve asked this question: What is the difference between a salesperson and a business development representative (BDR)? Well, here’s what I found. A salesperson usually deals…
26 professional voicemail greetings to help you record the perfect one [+ expert tips]
During my time as a B2B sales rep, my voicemail greetings started off being long-winded, pitchy, and wordy. I thought that having a good voicemail greeting consisted of saying all…
The most helpful AI agents for small businesses, according to business owners
Most small businesses know the frustration of scaling their tech all too well. As they address their pain points in day-to-day operations, they find themselves buried in tedious setup processes,…
How to win more sales with an optimized distribution strategy
I feel like starting a retail business has never been easier — there’s a YouTube video and tool for everything. But growing one is exceedingly challenging. To survive in a…