Effective sales prospecting is key to the success or failure of the sales representatives within your company. But it’s not sales. Prospecting is the step that comes before selling because it’s the step that brings you leads. You need either dedicated prospectors that can turn over leads to a killer sales team, or you need …

Personas and Ideal Customer Profiles (ICP) have been implemented at companies worldwide to help sales departments create the perfect pitch to prospects. Reps are expected to pitch to who they assume their customer is — with very little insight into who they are speaking to and using information that may or may not resonate. Or …

How many books do you read each month? How about in a year? Maybe you feel like there’s no time for a “luxury” like reading. Or maybe it’s just never been your thing. I’m here to tell you, there is and it should be.

We live in a goal-oriented world: New Year’s resolutions, academic goals for the school year, personal goals to change our life around, and professional goals at the office. It’s goals galore. With a SaaS business, you may have all kinds of business goals: increasing customer lifetime value, decreasing churn, increasing average revenue per customer, or …

According to buyers, the three most important elements of a positive sales experience are a sales representative who 1) listens to their needs, 2) isn’t pushy, and 3) provides relevant information. That’s not too much to ask, right?