Prospecting is hard work.  It’s long hours spent identifying prospects, writing emails and hammering the phones; much of it thankless.  Really, it’s no wonder that roughly two-fifths of reps say prospecting is the toughest part of the sales process (compared to a third who say it’s closing and a fifth who say it’s qualifying leads). …

Many salespeople see the discovery call as the most important part of the sales process. Why? Discovery calls can set the whole tone of your relationship with a lead. Fail to dive deep during your discovery call, and you’ll likely find that deals become more complex and time-consuming than they need to be down the …

If the thought of writing a follow-up email makes you feel a little uncomfortable, you’re not alone. Our instincts tell us that if someone hasn’t replied to our first email, they’re not interested, and that they’re not going to like it if we bother them again. Unfortunately in this case, our instincts are often wrong. …

It’s no secret that every salesperson wants to sell more, faster. Indeed, 69% of companies say their top marketing priority is to convert contacts and leads into customers. But – as every salesperson knows – conversions take time. In fact, on average, it takes 84 days to close a lead. That’s why sales velocity is …

Ever feel like you’ve spent all day writing emails? Turns out there’s a good reason for that. The average salesperson spends 21% of their time – or one full day a week – writing email. Based on average US working patterns, that’s 442 hours a year – enough time to fly to the Moon and …