I still remember the worst discovery call of my career. I was twenty minutes into what…
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What is the ideal length of a sales email? Insights based on 40 million emails
Like most people, I don’t read all of the sales emails I get. When I do…
19 templates for follow-up emails after a meeting, conference, and more
In my early sales days, I would spend hours preparing for a meeting, doing research, crafting…
Solution selling: What it is and how I do it effectively
I’ve been fortunate enough to work my way up from being a BDR at Experian Marketing…
How I use BANT to qualify prospects [+ expert tips]
I recall the first time I was introduced to the BANT framework. I was enrolled in…
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 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…
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…
15 crucial questions to ask prospects throughout the buyer’s journey, according to HubSpot’s former sales director
If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so…
How to create a sales process that drives results, directly from a sales pro
Sales used to feel like a blank canvas every time I picked up the phone. No…
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