Sales Tactics
Articles
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
Strategies for Selling to Doctors: Proven Techniques and Best Practices
Successfully selling to doctors demands more than a traditional sales approach. It requires a deep understanding of the medical field, ...
By | Sep 20, 2024
Embrace the Uncomfortable Silence
Intuitively, sellers want to avoid uncomfortable silence on sales calls. It can feel like dead air equals lost opportunity. Naturally, ...
By | Sep 13, 2024
What to Do When You’re Way Behind Quota: A Sales Survival Guide
Scenario: You’re more than halfway through the quarter, and you’re only at 20% of your quota. What do you do? It’s easy to feel discour...
By | Sep 11, 2024
Don’t Chase Sales. Do This Instead.
The worst salespeople chase. When a buyer has no problems, they try to convince them that they do. That rarely works out. The bes...
By | Aug 20, 2024
Focus on Their Problems, Not Your Product
Imagine you’re sitting across from a prospect, ready to deliver your perfectly rehearsed pitch. You dive into the features of you...
By | Aug 15, 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
Do You Have a Deal — or “Happy Ears”?
We’ve all been there: a prospect seems super interested, nodding along as you talk, and you start imagining your commission check. But ...
By | Aug 6, 2024
AI Sales Tools: Boost Your Efficiency and Close More Deals
Artificial intelligence is reshaping the sales landscape, offering new tools that enhance productivity and streamline operations. As bu...
By | Jul 3, 2024
What to Do When a Prospect Ghosts You: Expert Tips
You’ve probably experienced the frustration of being ghosted by a prospect. It can be disheartening to put in the time and effort...
By | Apr 17, 2024
Good Sales Discovery Calls: Tips for a Successful First Interaction
The discovery call is one of the most important steps in the sales process. It’s your chance to gather information about your pro...
By | Mar 29, 2024
Best Sales Advice: Gems We Found on Social Media
Finding reliable sales advice can be tricky in a world flooded with information. There’s a lot of great sales tips and tricks out there...
By | Mar 28, 2024
GAP Selling: Using this Sales Methodology to Close More Deals
As a salesperson, you’re probably always looking for ways to improve your performance and close more deals. One approach thatR...
By | Mar 27, 2024
What is SPIN Selling? A Comprehensive Guide to this Effective B2B Sales Methodology
SPIN selling is a sales technique that focuses on asking the right questions to uncover a customer’s needs and pain points. By do...
By | Mar 20, 2024
Effective Sales Techniques for Industry Conferences
Industry conferences can provide a great way to sell your products or services to a targeted audience. But it’s important to have...
By | Mar 20, 2024
What Is Social Selling? An Overview of the Techniques, Benefits, and Challenges of this Modern Sales Methodology
Social selling is a sales technique that leverages social media platforms to connect with potential customers, build relationships, and...
By | Mar 8, 2024
Selling at Conferences: What Industry Conferences Make Sense for Sales?
If you’re looking to sell your products or services to a targeted audience, conferences can be an excellent opportunity. Conferen...
By | Feb 22, 2024
Cold Email Template: Boost Your Response Rates with These Proven Tips
Cold emailing is a powerful tool that can help you reach out to potential customers and generate leads. The reason cold emails are effe...
By | Feb 14, 2024
Sales Time Management: Strategies to Boost Productivity and Sales Performance
Every sales rep knows how challenging it can be to manage time effectively. With so many tasks to juggle, from prospecting to follow-up...
By | Feb 9, 2024
Outbound Cold Calling: Tips and Examples to Boost Your Success
If you’re in sales, you know that outbound cold calling can be one of the most challenging yet effective ways to generate leads. ...
By | Feb 7, 2024
Apologizing to Customers via Email: Best Practices and Examples
Email apologies to customers can be tricky to get right. You need to strike the right tone, convey genuine remorse, and offer a solutio...
By | Feb 4, 2024
Sales Follow-Up Email After No Response: Tips and Examples
You’ve sent the initial email pitch, but never received a response. Or, after a few emails they stopped replying and now the sile...
By | Jan 11, 2024
Sales Introduction Emails: Best Practices, Tips, and Examples
It’s not uncommon for salespeople to struggle to get in the door with new prospects. Many people will send out hundreds — sometimes tho...
By | Dec 28, 2023
LinkedIn Connection Request Message Templates: Quick and Easy Ways to Connect
Crafting the perfect LinkedIn connection request can be a challenge. You want to come across as professional and genuine, while also ma...
By | Dec 22, 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
Thank You Emails After Sales Meeting: Tips and Examples
It’s easy to forget the importance of following up after a meeting. However, a well-crafted thank-you email can go a long way in ...
By | Dec 18, 2023
Email Subject Lines for Sales: Boost Your Open Rates with These Tips and Templates
Getting your sales emails opened and read is one of the biggest challenges sales professionals face. Crafting compelling email subject ...
By | Dec 17, 2023
Follow-Up Sales Email: Tips and Examples for Boosting Your Conversion Rates
Follow-up sales emails are an essential part of any sales strategy. They help to establish the relationship between the seller and the ...
By | Dec 15, 2023
Close the CFO: Five Must-Dos for Finance-Reviewed Deals
Selling to the Chief Financial Officer (CFO) has become a necessity for every sales professional. Regardless of your historical buyer p...
By | Sep 6, 2023
The Ultimate Cold Calling Guide for 2023
Cold calling can be tough in today’s world. I wanted to share with you some insights into cold calling, one of the best methods o...
By | May 4, 2023
8 Questions to Keep Your Prospects Talking
Hey there, folks! Today, we are talking about an essential skill for any salesperson out there – asking the right questions to keep you...
By | Apr 7, 2023
Four Tips for Sales Professionals to Thrive in a Remote 2021
We’ve heard from many sales leaders that have been impacted by the pandemic in 2020 telling us they were going to get through it ...
By | Dec 31, 2020
Close Deals Faster by Getting to No
Have you ever thought about focusing on getting to “no” instead of getting to “yes” with the deals in your sales pipeline? That’s righ...
By | Jan 9, 2020
How Best to Handle the Late Ask from Your Prospect
As a (former) head of sales, when someone came to me with a late ask, but also committed to A) getting something in return and B) ensur...
By | May 31, 2019
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Google bought Wiz for $32B — but did rank-and-file employees make any money? It’s a common question given so many sad stories of ...
By | Mar 21, 2025
Why Are Companies Having Hunters Farm?
There’s a trend among larger software sales orgs to push their account executives to “farm” more from existing custom...
By | Mar 12, 2025
Interviewing After Missing Quota
You missed quota last year and are interviewing for a new sales role. You know they want people with a “proven track record of hitting ...
By | Feb 19, 2025
Highest Paying Sales Jobs for 2025
While money isn’t everything, the potential for high earnings is a significant draw for many sales professionals. Here we’ve updated ou...
By | Jan 7, 2025