Cold emails are an awesome tool for generating new leads and building relationships. The ability to target your message and refine it over time opens the door to high-quality leads. However, there’s usually someone standing in that doorway – a gatekeeper. Whether they’re an executive assistant or a regional manager, they’re tasked with guarding the …

Automation is something of a bad word when it comes to prospect research. There is a good reason for this: prospect researchers have long feared that automated tools will eventually make them obsolete. As a result, they have long argued that automated tools simply cannot provide the ‘personal touch’ that real-life humans bring to the …

What skills do you need to succeed as a salesperson? And if you’re hiring, what sales skills should you be looking for in your recruits? Keep reading to learn the 4 skills that align most with success in sales. How did I pick these 4 skills? Over the past decade that I’ve spent in SaaS …

A great discovery process does more than give you sales today. It continuously builds a strong pipeline that will hatch sales tomorrow. A thorough discovery process can actually accelerate the sales process by making it less likely that you will encounter miscommunication, objections, and misjudgments down the road. Here are some tips and strategies to …

B2B sales… If you’ve ever wondered what it is and why it stands out from other types of sales, look no further.  Here, you’ll learn what it is, why it’s unique, how it’s done, and what you need to succeed in B2B sales. Ready? Let’s dig in! What Is B2B Sales? B2B, or business-to-business, refers …