Advancing Your Sales Career
Articles
Just Applying Isn’t Enough to Land a Sales Role. (And What You Should Be Doing.)
Applying for a sales job right now? Here’s the real talk. If all you are doing is applying to sales jobs by submitting an application o...
By | Oct 30, 2024
Don’t Say This When Selling or Job-Hunting
“Just checking in …” When I used to reach out to a prospect with this line, it was the death knell for a potential sale. It’...
By | Oct 28, 2024
Is Moving from Sales Manager to Individual Contributor Really a “Step Back”? Hardly.
Here’s a question that you’re bound to get if you’re a sales manager interviewing for an individual contributor position: “Why are you ...
By | Oct 21, 2024
Don’t Take a Good Manager for Granted
A great manager is an accelerant on your earnings and career trajectory. But only if you can get enough of their time, coaching, and me...
By | Oct 14, 2024
BDR Interview Questions: Example Questions and Topics to Help You Prepare
If you’re preparing for a Business Development Representative (BDR) interview, it’s important to know what questions to exp...
By | Sep 27, 2024
Different Types of Exits for Startups: What They Mean for Sales Reps
A company’s exit strategy can have a huge impact on your sales career. Founders and investors may be focused on maximizing their return...
By | Sep 23, 2024
Essential Questions to Ask the Hiring Manager During a Sales Interview
When preparing for a sales interview, it’s important to remember that the interview is a two-way conversation. The hiring manager...
By | Sep 18, 2024
How to Evaluate Product-Market Fit
Just find an org with great product-market fit. It’ll be easy, they said. You’ll hit your number, they said. Yes, product-m...
By | Sep 16, 2024
Get Paid What You’re Worth: A Guide to Sales Salary Negotiation
Negotiating a sales salary can feel intimidating, even for experienced sales pros. But making sure you’re paid what you’re worth is key...
By | Sep 5, 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
Deciding Whether or Not to Accept a Sales Job Offer
A new job offer can be exciting, but it’s important to carefully consider whether or not it’s the right move for you. Takin...
By | Aug 29, 2024
Read This Before You Send Another Resume
TL;DR: Don’t get creative. Download one of these templates, and keep things simple and straightforward. Writing a resume or CV is...
By | Aug 22, 2024
How to Be a Better Salesperson
Whether you’re new to sales or have been in the industry for years, there’s always room for growth and improvement. So, let...
By | Jul 29, 2024
Medical Sales or Tech Sales: Comparing Sales Career Options in Two Industries
Medical sales and tech sales are two of the most popular types of sales careers. But which of these two industries is best for you depe...
By | Jul 24, 2024
Salary Guide for Sales: Know Your Worth in 2024
Updated for Q3-2024! You can make a lot of money in sales. That’s what draws many people to sales as a profession, and rightly so. To h...
By | Jun 25, 2024
5 Underrated Sales Skills
Sales isn’t just about hitting targets and closing deals. It’s about understanding people, adapting to situations, and thinking creativ...
By | Jun 21, 2024
Daily Sales Routine: Plan Your Day Like a Pro
Sales professionals often have to juggle multiple responsibilities, from lead generation to customer follow-ups, and everything in betw...
By | Jun 13, 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
Should You Get a Sales Coach? What to Consider
Sales is a highly competitive and constantly evolving field. And whether you’re just starting out or you’re a seasoned prof...
By | Mar 25, 2024
First 90 Days in a New Sales Role: How to Get off to a Good Start
Starting a new sales role can be both exciting and daunting. The first 90 days in any new sales role are critical, as this is the time ...
By | Mar 21, 2024
Guide to Startup Equity: Understanding and Evaluating Equity Compensation
Startup equity can be a complex topic to navigate, especially for anyone new to the startup world. Understanding equity in a startup is...
By | Feb 21, 2024
Sales Certifications: Are They Helpful to Your Career?
Sales certifications are courses, programs, and assessments intended to confirm a standard of professional knowledge related to sales. ...
By | Feb 15, 2024
How To Crush Your Job Interview and Get Hired as a SaaS Sales Development Representative (SDR)
Starting a career in SaaS sales can be challenging, especially when it comes to acing that first round interview to become a Sales Deve...
By | Feb 12, 2024
Quota Attainment Strategies: What Top Sales Professionals Do to Consistently Meet Their Targets
Achieving sales quotas is a critical part of your job as a sales rep. But consistently hitting these targets can be challenging. To con...
By | Feb 6, 2024
January Jump-Start Week 4: Talk to Your Manager about 2024
You probably have regular one-on-one meetings with your sales manager. But how often do those meetings go beyond your everyday challeng...
By | Jan 22, 2024
January Jump-Start Week 3: Your Goals for the Year
As sales professionals, we understand goals and targets better than most people. Each year or quarter, your quota is set for you by you...
By | Jan 15, 2024
January Jump-Start Week 2: Clean Up Your Pipeline
A well-maintained sales pipeline can be the difference between a successful year and a challenging one. This week for the January Jump-...
By | Jan 8, 2024
January Jump-Start Week 1: Take 15-Minutes to Reflect, Review, and Record Your Wins from 2023
Welcome to the 2024 January Jump-Start! Each week this month, we’ll be sharing a short and simple task that can help you have a s...
By | Jan 2, 2024
Account Executive Interview Questions: Be Prepared and Land the Job
Whether you’re a seasoned sales professional or just starting out, it’s important to be prepared for the interview process....
By | Dec 26, 2023
39 of the Best Sales Books to Elevate Your Sales Game
Becoming a successful sales professional involves more than just charm and charisma. It requires a deep understanding of human interact...
By | Dec 21, 2023
How to Find a Sales Mentor — and Why
Finding a sales mentor can be a valuable step in advancing your sales career. A mentor can provide guidance, support, and industry insi...
By | Dec 5, 2023
What to Do If You’re Put on a Performance Improvement Plan (PIP)
You can feel it coming, or maybe it already happened — getting put on a performance improvement plan. Don’t panic, and don’t do anythin...
By | Nov 22, 2023
Tech Sales Career Paths
Sellers often ask me how to break into tech sales. So often, in fact, that I already wrote about it. That article includes a lot of gre...
By | Nov 7, 2023
How to Earn $1 Million a Year in Sales
Want to earn $1 million in a year as a sales pro? It’s possible, but it’s definitely not easy. I’ve had the privilege of wo...
By | Sep 26, 2023
10 Things to Consider About Being the First Sales Hire at a Start-up
Many sales pros want to be the first seller at a promising start-up. (Admittedly, it’s pretty cool.) But they often have no clue what t...
By | Aug 30, 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
10 Must-Ask Questions When Interviewing for Sales Jobs
“They’ll kick me out of the interview process for asking these questions.” That’s what you might think as your ...
By | Aug 15, 2023
Salary Guide for Sales Professionals in 2023
If you are a sales professional or a hiring manager in the sales industry, understanding the current compensation trends can be crucial...
By | Apr 28, 2023
Transitioning from Sales Rep to Sales Leadership: Insights from Caroline Celis and Natalie Durot from G2
If you have ever considered making the leap from being an individual contributor sales rep to a sales manager, you are in for a treat. ...
By | Apr 17, 2023
3 Key Steps for Longterm Sales Success
You might be able to close a deal here and there, but how can you sustain that success for the long-run? Whether you’re just sta...
By | Apr 6, 2023
10 Questions to Ask Yourself When Evaluating a Company to Work For
Deciding on a company to work for can be tough. We all want what is best for our future and deciding to join a new company can have a b...
By | Nov 30, 2022
Should you sell for a startup or big company?
Many times in your career you will probably have to make a decision to work for new startup, or go the safer route and sell for a large...
By | Sep 15, 2022
The Best Ways to be Successful as a Sales Professional
Introduction If you want to be a successful sales person, it’s important to remember that no two days are ever the same in this f...
By | Sep 1, 2022
How do you decide between two sales jobs?
Can I actually hit quota there? Do the customers really like the product? Deciding between 2 sales roles can be a very tough decision t...
By | Jun 30, 2022
How can I make more money in sales?
You might have asked yourself, “how do I get from where I am now to an OTE of $300k+, I don’t even know where to start?” It...
By | Jun 9, 2022
Questions to Ask Yourself When Interviewing
Let’s break down some of the most important questions that you should be asking yourself when interviewing for a new role.
By | Sep 2, 2021
Should You Make the Leap and Sell for a Startup
Considering going to a start-up role? We’re not talking about the 300 person series B ‘startup’, we’re talking about there may only be ...
By | May 3, 2021
5 Tips to Rock Your Next Sales Interview
Having interviewed and employed hundreds of salespeople throughout my career here are 5 tips to help you ROCK your next sales interview...
By | Apr 18, 2021
How to Handle Your Exit Interview
The dreaded, boring, painful exit interview. It’s bad enough that nobody on the team is hitting quota but now they want you to sit dow...
By | Dec 3, 2020
How to Value the Equity Grant in Your Job Offer
Getting an equity award without knowing how big the total share pool is the same as getting a salary offer without knowing whether it’s...
By | Nov 5, 2020
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32 IPO Candidates for 2025
The last couple of years have been quiet for IPOs. Collapsing revenue multiples, rising interest rates, and an unpredictable econ...
By | Nov 14, 2024
Just Applying Isn’t Enough to Land a Sales Role. (And What You Should Be Doing.)
Applying for a sales job right now? Here’s the real talk. If all you are doing is applying to sales jobs by submitting an application o...
By | Oct 30, 2024
Don’t Say This When Selling or Job-Hunting
“Just checking in …” When I used to reach out to a prospect with this line, it was the death knell for a potential sale. It’...
By | Oct 28, 2024
Is Moving from Sales Manager to Individual Contributor Really a “Step Back”? Hardly.
Here’s a question that you’re bound to get if you’re a sales manager interviewing for an individual contributor position: “Why are you ...
By | Oct 21, 2024