Is your sales team falling short of their revenue goal? Common problem. Don’t rush to hire an expensive sales trainer or fire all your non-performers. In this article, I’m going to show you how to improve your sales team with an effective 3-step process. How to Improve Your Sales Team Performance Before you start assessing …

Salespeople tend to be naturally bullish. In such a high-pressure game, it’s practically a requirement. Yet research shows that this self-confidence is often misplaced. In fact, only a quarter of salespeople exceeded their quota last year. That’s a pretty worrying statistic given the vital role that sales teams play in driving business growth. What does …

“Cold calling is dead!” I’m tired of hearing this argument — largely because the argument is between salespeople and “sales gurus,” when what our prospects think about cold calling is far more important than what we salespeople think. The problem isn’t that cold calling is dead. It’s that reps aren’t learning the cold calling techniques …

I learned how to sell over the phone each time I made a call. With each disconnect, with each click of the transfer button, with each hang-up, I was being molded into an elite salesperson. But I’m getting ahead of myself… You see, growing up in a non-sales household, I never knew selling over the …

Deliverability is a huge issue for those of us who send cold emails. The big question is: how can we avoid getting caught in spam filters and destroying the reputation of our domains? This is an especially tricky question when the algorithms and rules behind spam filters are constantly evolving. I sat down with Julia …