Our CEO, Alex, recently joined sales legend John Barrows on the Make It Happen Monday podcast! 🎙️

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Blogs on Sales Reps & Sales Development

*Sales Process:* How to Overcome the Level Playing Field That Is the B2B Buyer’s Journey

Over the course of the last decade, there’s been a lot of focus, in general, on the B2B Buyer’s Journey (similar to the marketing funnel, by definition, but we’ll cover that another time) and how we need to create personalized experiences at each stage of the journey so we can systematically guide the buyer down […]

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*Proper Account Planning:* Winning the Outbound Cadence Personalization War

In this account-based selling world we live in, there’s this massive demand for personalization because prospective buyers want to know that you understand their individual needs; not just their company’s needs. I’m not telling you anything new or earth shattering with that statement. However, the bar for personalization gets higher by the day as prospects’ […]

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*When and How to Leverage Executive Alignment* in Enterprise Sales

Time and time again, I see situations where an enterprise sales rep is in the late stages of a deal, they’re two to three weeks out from end of quarter, and all of a sudden a deal that’s already been committed starts going south. The prospect starts questioning things, is unsure of the timeline, or […]

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*Better Control Your Sales Cycle* by Documenting, Tracking, and Leveraging Your Prospect’s Evaluation Considerations

We’ve all been in situations where we’ve lost a deal and had no clue as to why. I’d just sit there and stew on it, combing through every interaction I had with them, second guessing my pricing, wondering if maybe I could’ve had better executive alignment, or maybe my competitor just flat-out outsold me. It […]

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*Frontline Sales Managers:* How to Know Which Partners Can Help or Hurt Your Team’s Deals

As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]

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