Hot Takes & Inside Scoops
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Are B2B Sales Worse in Election Years?
Navigating B2B sales during an election year can be challenging. As politics take center stage, economic uncertainty tends to rise. Thi...
By | Sep 9, 2024
You Need Some Tenure on Your Resume
You might not want to hear this, but you need some tenure at one company. Don’t kill the messenger. I know there are orgs where i...
By | Sep 3, 2024
Do Not Disturb: Sales without Calls?
Fear of public speaking, heights, and … the phone. A research study released last year found that for Gen Z, 49% said talking on the ph...
By | Aug 27, 2024
10 Common Buyer Phrases (And What They Really Mean)
Dealing with buyers can sometimes feel like trying to crack a code. There can be a big difference between what they say and what t...
By | Aug 1, 2024
Why Sales and Marketing Don’t Get Along: Company Leadership to Blame
Sales and marketing don’t always see eye-to-eye. Salespeople complain that marketing isn’t generating enough leads. Markete...
By | Jul 25, 2024
Exploring Sales Team Dynamics
Ryan Walsh, CEO and founder of RepVue, recently joined Sam Jacobs, AJ Bruno, and Asad Zaman on the TopLine podcast to discuss sales tea...
By | Jul 16, 2024
“I Hate My Sales Job”: If You’re Miserable as a Salesperson, Should You Quit Sales — or Just Quit a Bad Sales Job?
Sales can be incredibly challenging. It’s a high-pressure field. You’re going to be told “no” a lot. You’re going to get hung up on. Yo...
By | Mar 29, 2024
How Motivating is President’s Club in Tech Sales?
President’s Club. Winner’s Circle. Peak Performers or a range of other names. Whatever you call it at your company, it’s a ...
By | Mar 22, 2024
Do You Need a Degree for Sales? Exploring the Importance of Higher Education in Sales Careers
A lot of people have asked whether they need a degree to get into sales. A whole lot. The short answer is no, you don’t necessari...
By | Mar 13, 2024
Sales Conferences: Worth It or a Waste of Time and Money?
For decades now, sales conferences have been touted as a way to network, learn new skills, and gain valuable insights into the industry...
By | Mar 12, 2024
How Do SaaS Companies Decide to Hire More Reps? An inside look at the conversation between the CEO and CRO.
Here’s a scenario you may have seen before: It’s the middle of Q4 and the CEO is putting together plans for the next fiscal year. It’s ...
By | Dec 13, 2023
60% of Reps Suck at Sales. (Or Do They?)
The math says 60% of sales professionals suck at their jobs. Since only 40% of you reported hitting quota last quarter, the rest must s...
By | Oct 12, 2023
Kill Your Zombie Opps
As we start another quarter, I have some advice: three quick steps to drastically increase your odds of getting to your number. Fair w...
By | Oct 3, 2023
Red Flag: Offering Low Base and Asking You to Bet On Yourself
I recently heard from a sales pro who had an offer for an account executive role at a mid-sized tech company with a base salary of $65K...
By | Aug 23, 2023
Your Comp Plan Actually Does Have a Cap
Why are sales organizations touting “uncapped commission plans” these days? Of course it’s not capped. Well at least not technically ca...
By | May 3, 2019
For Your Pipeline, Hope is Not a Strategy
As a “recovering” sales leader, I’d much rather see a small(er) pipeline that’s realistic vs. a large one filled with vapor deals...
By | Apr 18, 2019
Interrupting Prospects During Sales Calls: An Epidemic
When a prospect is speaking, many times they are in the process of asking a question, or frequently, several related questions. If you ...
By | Apr 11, 2019
Interrupting Your Prospect During a Sales Call: An Epidemic
When a prospect is speaking, many times they are in the process of asking a question, or frequently, several related questions. If you...
By | Jan 21, 2019
Popular Articles
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Embrace the Uncomfortable Silence
Intuitively, sellers want to avoid uncomfortable silence on sales calls. It can feel like dead air equals lost opportunity. Naturally, ...
By | Sep 13, 2024
What to Do When You’re Way Behind Quota: A Sales Survival Guide
Scenario: You’re more than halfway through the quarter, and you’re only at 20% of your quota. What do you do? It’s easy to feel discour...
By | Sep 11, 2024
Are B2B Sales Worse in Election Years?
Navigating B2B sales during an election year can be challenging. As politics take center stage, economic uncertainty tends to rise. Thi...
By | Sep 9, 2024
You Need Some Tenure on Your Resume
You might not want to hear this, but you need some tenure at one company. Don’t kill the messenger. I know there are orgs where i...
By | Sep 3, 2024