Have you ever decided to make a purchase – or not – based on a review or testimonial you read online? If so, you’ll understand the significance of testimonials. The vast majority of consumers consult reviews or testimonials before buying, and positive feedback from previous customers can increase the level of trust they have in …

Before we get into how to execute an effective discovery call, let’s answer one question. What is a discovery call? The goal of a discovery call is to either qualify a prospect (discover a sales opportunity), or disqualify them so as not to waste further time. If you don’t bother to discover exactly what your …

Many recent observations suggest that, in our current turbulent climate, successful sales outreach has to strike an appropriate balance between tone, timing, and overall value. While it’s still important to examine traditional qualifiers such as buyer profile and stage, it’s clear that these unusual times require a heightened sensitivity when reaching out to potential buyers. …

Sales managers often bemoan the Pareto principle. Also known as the “law of the vital few”, its applications are wide-ranging, but in the context of sales it suggests that 20% of salespeople make 80% of sales. It might not be literally accurate for every organization, but it’s broadly true. That’s because the top performers keep …

Building email lists manually takes up so much time that would be better spent prospecting or crafting email copy, but sales reps generally agree that it’s a necessary evil. The development of automation technology has been a huge boon for salespeople, allowing us to save a ton of time and enhance our productivity. With tools …