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 …

“People buy from people.” It’s one of the biggest cliches in sales. But it’s also one of the most accurate. If you’re able to build a solid relationship with a prospect, your chances of nurturing them through the sales cycle – and eventually turning them into a paying customer – are substantially increased. But don’t …

B2B sales reps have an endless number of responsibilities, but one takes precedence over them all: lead generation. While there are many ways to generate leads, the creation and use of high-quality, targeted content is among the best.  But that leads to a few questions: What types of B2B lead-generation content should you create? Can …

One of the fastest ways to improve your sales process is to identify your weaknesses, your strengths, and the outcomes you desire during your walk as a sales professional.  Most salespeople struggle. That’s just the bottom line.  In this article, we are going to address some of the most basic pieces of a sales system …

Sales teams can sometimes be a little… shortsighted. Consider this: prospecting is the number one concern for sales professionals. On the face of things, that’s entirely understandable – after all, the more time you spend speaking to prospects, the more deals you’ll close, right? Not necessarily. The best salespeople understand that prospecting is only one …