If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so…
Category: Resources
The art of asking open-ended questions
I still remember the worst discovery call of my career. I was twenty minutes into what…
Inside the MEDDIC sales qualification process: My step-by-step approach for B2B reps
There are several different approaches and frameworks used in the sales qualification process. Given the various…
Creating an effective business development plan from concept to execution
I distinctly remember a meeting when our sales and marketing teams brainstormed how to grow the…
How to end a sales email: Closing statements & tips from a quota-carrying salesperson
As a B2B salesperson for companies like IBM and Open Text, I’ve had to work hard…
How purchase orders streamline your business — what to know and how to get started
Purchase order numbers. I wonder how many invoices I’ve added PO numbers to in my years…
My 8 favorite invoice & billing software solutions for small businesses
For the longest time, I was on the fence about creating manual invoices versus using invoice…
How I meet with C-level and win deals as a seasoned sales rep
Most reps aren’t prepared to sell to C-level executives. Here’s my honest take: Most salespeople are…
Building a customer journey sales funnel that actually works, insights from a sales pro
I still remember the first time I tried to “build a funnel.” I had just joined…
Cold calling: What it is & how to do it right
I still remember the first cold call that truly humbled me. Not the first one I…
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