There’s a lot that goes into closing the deal. A modern salesperson has to be a jack-of-all-trades, adept at working with new tech tools like email automation, CRM, sales intelligence, and data-backed personalization, while still being comfortable with ‘old-school’ concepts like networking, product knowledge, building rapport, the drop-in… And cold calls. Yes, they still have …

There are two types of questions out there: open-ended questions and closed-ended questions. The way we use these questions can affect many areas of our lives, from our ability to build and maintain friendships, to how effective we are at selling. So what’s the difference between an open-ended question, and a closed-ended question? A closed-ended …

There’s a right way – and a wrong way – to write subject lines for every kind of email. Some types, like networking emails, often get pushed aside in favor of something more ‘important’. But the fact is, sending an email to someone you met at a recent event can be just as crucial as …

Sales playbooks are valuable assets in many situations: onboarding new hires, launching a new product, and implementing a change to your process. Once your representatives see how the playbook helps them, they will use it independently to help with sales activities. If your team doesn’t have one—or you’ve been relying on the same old document …

Few companies have unlimited money and time. When that’s the case, you have to get creative when it comes to generating leads. Leads are the life source of any growing company. It doesn’t matter how ambitious your plan to scale is if you can’t maintain that momentum with a steady stream of quality leads. Sure, …