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The Importance of Mentorship

We were joined by none other than Danita Bye for a recent #livesaleslab where she shared some key insights from her book "Millennials Matter: Proven Strategies to Build Your Next-Gen Leader".

We have all had mentors that have made an impact on our...

What do you do when sales prospects disappear?

On a recent #livesaleslab, we talked about prospects who disappear, go dark, or stall. Show of hands, how many of us have had that happen?Right. If you didn’t raise your hand, then you’re either new to sales- or can’t remember that far back. It...

OutBound Conference 2018: Highlights and Takeaways

Many may know me for "inbound sales and marketing". After all, I was among the first 100 or so HubSpot marketing agencies almost a decade ago. I've been to every single Inbound conference- (even before it was called "Inbound") and spoken at the last...

What is one of the biggest complaints that executives have about sales meetings?

What is one of the biggest complaints that executives have about sales meetings? Unprepared reps who don't know anything, or enough, about them and their business!

What do relationships have to do with sales?

What do relationships have to do with sales? Necessary, or not needed? No matter which side of the relationship discussion you are on, one thing is sure when it comes to sales and building trust, it's the #notaboutme mindset. Take the pledge here.

3 Actionable Strategies for Beginning Conversations

Even as professional salespeople, it can be intimidating trying to talk to strangers. Maybe because most of us were raised to not talk to strangers? Check out the video below to hear what I recently discussed, analyzed, and practiced with...

Do you have a disqualification mindset?

What is a disqualification mindset and how do you develop one? How does it impact the engagement you have with potential buyers?

How true is the saying 'As goes the manager, so goes the team'?

Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS sales...

Super Bowl Sales Lessons

I have been a New England Patriots fan ever since I can remember. (If you are currently an “anyone but the Pats fan,” I wish you luck.)

My earliest childhood memories were watching the games with my family, and no matter what, cheering for the Pats....

Are you setting your new sales hire up to fail?

Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in a...