One in five salespeople say the hardest part of their job is qualifying prospects. That’s kind of worrying, because it’s also one of the most vital elements of the sales process. Get your qualification wrong, and you’ll waste a ton of time speaking to prospects who were never a good fit for your product in …

As salespeople, we like to picture the sales process a little like this: We reach out to a prospect Through subtle questioning and persuasion, we identify their business challenges and position our product as the solution Convinced by our expertise, they buy from us But in reality, it doesn’t normally go like that. In fact, …

Every sales team has some sort of plan, even if it’s just “sell more of the product/service that you’re employed to sell.” Yet without a codified sales plan, it can be difficult to give a sales team the motivation and purpose they need to successfully engage customers and continue to generate revenue. Not having a …

Outreach is a sales engagement platform that’s designed to help businesses and sales teams close deals quicker, more consistently, and more predictably. The company was founded in 2011 and is currently based in Seattle. As the name implies, it’s a tool that primarily aims to improve outbound sales efforts, aka sales outreach, by facilitating faster …

Sales manager is a role that most sales professionals aspire to. Sales managers are generally paid very well, on a nice commission package, and have plenty of responsibility in a fast-paced environment. If you live and breathe sales – and can take the pressure – it’s the perfect role. In this guide, we’ll take you …