There is a podcast out there for virtually every topic or interest, and sales is no exception. Podcasts offer a great way to turn your downtime into a professional development opportunity, but with an estimated 850,000 podcasts and over 30 million episodes out there, it can be hard to figure out which ones are worth …

Upselling is an excellent sales tactic for both sales reps and their organization as a whole. It boosts revenue, retention, and customer lifetime value (CLV). However, upselling has a negative connotation for a lot of people because it often means being sold things that they don’t need or don’t want. Because of this, sales reps …

Most sales teams don’t think very highly of sales role-playing. It’s hard to blame them – if you’ve been in the industry long enough, then chances are you’ve taken part in some unrealistic, awkward, or embarrassing role-playing situations. After a while, it starts to feel like a waste of valuable time. However, that doesn’t mean …

The role of Account Executive is common in sales teams, but it can be a bit confusing. It’s not a “traditional” executive role – it’s not part of the C-suite – and different organizations define it in different ways. Broadly speaking, it’s a sales position. However, there’s more to it than that, because account executives …

When you picture a salesperson, what do you think of? Someone knocking on doors with a briefcase full of product samples? Or someone in an office, working the phones and sending email after email? Well, both are kind of right: the first scenario refers to outside sales, while the second image describes inside sales. These …