Sales Blog

Sales Leaders Need to Maintain These 3 Metrics for a Healthy New Business “Top of the Funnel”

Great sales leaders need excellent communication skills, a passion for their work, and the ability to persevere through challenges. But being a great

Unresponsive Clients and Prospects: How to Avoid Being ‘Ghosted’

Ensuring client responsiveness starts on day one, with the very first sales prospecting touchpoint. From the beginning, the goal is to develop a

“Always Be Closing” is Outdated: Why Today’s B2B Sales Reps Need Better Advice

For many years, reps hung their hat on the famous saying from the 1992 movie Glengarry Glen Ross: “Always be closing.” But more than 20 years

B2B Inside vs Outside Sales: How to Make the Right Choice

If you’re considering a profession in B2B sales, or you’re looking for a new position, then you’ll want to determine which type of sales position is

Third Party Sales Training: How to Implement it and What to Expect

No single manager or individual knows all the best practices for sales training. That’s why it’s important to invest in third-party training

What I Learned in the First Two Months of My First B2B Sales Job

Jan 2, 2000, a couple days after Y2K (I’m that old) was my first day as an Enterprise Sales Rep at bigdough.com (now Ipreo, part of IHS Markit). At

How to Avoid Sales Burnout: 6 Tips

Don’t worry — sales burnout happens to everyone. Thrive Global’s 2019 “State of Burnout in the Sales Industry” found that 67% of respondents said they

How to Negotiate a Sales Offer

It’s important to understand this upfront: Sales leaders expect reps to negotiate their offer. After all, you are in sales. You are expected to

The Rep’s Toolkit: Essential Resources for Salespeople

There has been an explosion of tech-enabled sales tools over the last 10 years, and they have become an increasingly important part of sales reps’

Not Sure if You Want to Be a Sales Leader? It’s Okay to Be an Individual Contributor

Many sales reps believe the path to a successful career has to include a leadership role, butthat’s not necessarily true. In fact, most sales reps can