Sales Culture
Articles
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
AI Won’t Replace Salespeople Anytime Soon
If you’re worried about losing your sales job to artificial intelligence (AI), we feel like you can relax (for now). AI is transf...
By | Oct 9, 2024
Top Performers Can Still Get Laid Off: A lesson learned in my sales career (and why getting laid off is not the end of the world)
I’ve been interested in sales for as long as I can remember. My mom was a small business owner on the South Shore of Long Island, New Y...
By | Oct 7, 2024
Return to Office vs. Remote Work: A Salesperson’s Guide to the Debate
The return-to-office (RTO) debate is … heated. The pandemic proved the viability of remote work, but more and more companies are requir...
By | Sep 25, 2024
People Buy from People They Like?
”People buy from people they like.” It’s a sales adage that has been widely debated and dissected over the years. Some experts dismiss ...
By | Aug 8, 2024
10 Common Buyer Phrases (And What They Really Mean)
Dealing with buyers can sometimes feel like trying to crack a code. There can be a big difference between what they say and what t...
By | Aug 1, 2024
Why Sales and Marketing Don’t Get Along: Company Leadership to Blame
Sales and marketing don’t always see eye-to-eye. Salespeople complain that marketing isn’t generating enough leads. Markete...
By | Jul 25, 2024
Exploring Sales Team Dynamics
Ryan Walsh, CEO and founder of RepVue, recently joined Sam Jacobs, AJ Bruno, and Asad Zaman on the TopLine podcast to discuss sales tea...
By | Jul 16, 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
“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
How Motivating is President’s Club in Tech Sales?
President’s Club. Winner’s Circle. Peak Performers or a range of other names. Whatever you call it at your company, it’s a ...
By | Mar 22, 2024
Working with Account Executives as an SDR: Best Practices and Tips
If you’re a Sales Development Representative (SDR), you know that your role is crucial to the success of your company’s sal...
By | Mar 18, 2024
Navigating Sales and Culture at Supermetrics: A Conversation with Harrison West, Sales Manager for New Business
Harrison West, the Sales Manager for New Business at Supermetrics, joined us to discuss his career journey and insights on selling at S...
By | Mar 15, 2024
Building Your Personal Brand in Sales: Tips and Strategies
Building a personal brand in sales can be really useful in today’s competitive market. A strong personal brand can help you stand...
By | Mar 11, 2024
Rejection in Sales: How to Handle and Overcome It
Rejection is an inevitable part of every sales job. No matter how good you are at selling, not every prospect will be interested in you...
By | Feb 28, 2024
ABC: Always be Curious — Why Curiosity is Essential for Successful Selling
ABC is a classic sales mantra. It’s a favorite of Alec Baldwin’s character in the 1992 film Glengarry Glen Ross: AlwaysBe Closing...
By | Dec 29, 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 Important is Sales Culture?
As a salesperson considering your next career move, it’s crucial to look beyond just the product or service you’ll be selli...
By | Dec 6, 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
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
5 Reasons to Choose Tech Sales as a Career
Are you thinking about a career in the sales industry, but not sure where to start? You should consider tech sales as an option! You mi...
By | Apr 6, 2023
What the sales industry will look like in 2033
What will the sales industry look like in future? Will it not look any different in 10 years or will it be something we don’t even reco...
By | Nov 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
Should you consider tech sales as a career?
I’ve been working in tech sales for almost 10 years. I’ve seen an incredible amount of change over that time, but one thing...
By | Jul 27, 2022
Why do people choose sales as a profession?
Why choose sales? This might be a hard question to answer for some. The laymen might think to themselves the following…
By | Jun 30, 2022
10 Famous Sales Quotes
What are some of the most famous sales quotes that can help you get that extra bit of motivation or knowledge you need to make that ste...
By | Jun 23, 2022
Your Sales Job on the High Growth Rocketship
It’s easy to get swayed by the ‘rocketship’ trap, where you see a job opportunity at a fast growing, highly publicized (typically tech)...
By | Mar 8, 2021
Restricted Stock Units vs Incentive Stock Options
A common form of equity in early stage companies are incentive stock options (ISOs). The term ‘option’ is important because you are bei...
By | Feb 15, 2021
The Dreaded Performance Improvement Plan (PIP)
Managers typically know that when they present a PIP, the reps are going to react in one of two ways; either check out and go into full...
By | Jan 6, 2021
Personal Brand for B2B Salespeople: Hunting for Jobs or Deals?
Most B2B sales reps still put “quota crusher” on their LinkedIn thinking it’s a place to brag. Here’s what to do instead.
By | May 13, 2020
Five Ways a Sales Leader Can Drive Great Culture
Company and sales organization culture is very important to sales professionals. In fact, it’s the most important factor in a sales pro...
By | Jul 24, 2019
Interrupting Prospects During Sales Calls: An Epidemic
When a prospect is speaking, many times they are in the process of asking a question, or frequently, several related questions. If you ...
By | Apr 11, 2019
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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 economy ma...
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