In my 20+ years of sales experience, I’ve observed all types of B2B salespeople in a wide variety of industries. As is true in any profession, not all salespeople are equal in their performance. Every team has top performers and average performers. I’ve been fortunate...
How to Hire a Rockstar SDR in Crazy Times It’s always been a challenge for B2B sales organizations to find and recruit high-performing SDRs and sales reps. But now we are in a new era that makes it tougher than ever. With more than 200,000 open positions for SDRs and...
Sales training is of course a big topic that covers a lot of ground. To be clear, there is a difference between training and coaching. Training can refer to a one-time activity whereas coaching is ongoing. An ideal training environment is one where coaching is a...
We have entered a subscription economy. You probably have several subscriptions yourself as a consumer. And more than likely, at least some portion of the software and technology your business uses is subscription-based. But it’s not just limited to technology...
Even before COVID-19, the growth of inside sales was already underway—at a pace of 300% in the previous 10 years. But with the pandemic, traditional outside salespeople are now working from home and conducting business with customers and prospects virtually. Now,...
