We all know that, traditionally, the “inspiration” offered to low-performing salespeople has been fear of getting the boot at end-of-quarter. After all, they’re low-performers, and your sales org doesn’t have time for that, right?

Maybe though, you see something in them...

Entrepreneurs’ Sales Phobia

“Rich, you’re a natural salesman, you have the gift of gab.” This is what I hear often and it started at a really young age. I would say 10 or 11 years old. As I grew older, I felt like that term meant that I was good at BSing my way in and o...

Today's tech-driven entrepreneurs know how to get stuff done. In the current entrepreneurial culture, it is essential that any successful entrepreneur understand and use online tools, apps, programs, interfaces, and systems to increase productivity and efficiency.

What...

Most companies with outbound SDR teams expect reps to do all of their own prospect research. This makes sense for teams selling exclusively to enterprise clients, but it’s an inefficient use of an SDR’s time when their targets are SMB or mid-market companies.

The purpos...

To succeed in life and in business, you have to be a great salesperson, whether it's selling yourself, your ideas, or your product.

"Great salespeople are literally the engine of every economy in the world," says Grant Cardone, a sales expert and the author of "Sell or...

Here are some practical tips for you to consider using, broken out by stage. Everyone’s team and process is a little different, but a lot of these are fundamental across most types of teams. The stages of a basic sales funnel are: Lead, Opportunity, Closed Customer (yo...

The only thing I used to know about Confucius was that he gave great quotes. If it weren't for my brief Wikipedia search this morning, that's all I ever would have known.

But his name is still discussed and revered thousands of years after his death (as shown in this ex...

Social media platforms have evolved to become widely-used and trusted communities. This evolution has created a number of opportunities for sales prospecting. But what is the best way to take advantage of those opportunities?

Connect, Inform, and Engage

Anything you post...

Every business needs to develop a good marketing strategy in order to succeed, but good marketing is not an end in and of itself.

Rather, it should act as the basis for further development – for planning and implementing a strategy of selling to your customers.

Read this...

In sales, every minute saved is another opportunity gained. And forbusy salespeople, time is a luxury. Fortunately, a plethora of tools exist to make selling fast and efficient. The only problem is that time-pressed people may have difficulty finding the time to experi...