The Shift from BDRs to Full-Cycle Sales Reps
The Shift from BDRs to Full-Cycle Sales Reps: What It Means for Your Sales Team Over the last decade, many sales organizations have split their sales teams into specialized roles, with Business Development Representatives (BDRs) focusing solely on prospecting and “closing” left to Account Executives. However, a noticeable shift is happening in the industry: more […]
Reclaiming the Art of Selling
Why Phone Skills Trump Technology In today’s fast-paced, technology-driven world, it’s easy to believe that the latest software or automation tool is the key to skyrocketing sales. Companies are investing heavily in technology solutions, hoping to find a magic bullet that will boost their numbers overnight. But here’s the hard truth: Open rates don’t pay […]
The Fast Track to More Sales (And It’s Simpler Than You Think)
The Fast Track to More Sales (And It’s Simpler Than You Think) If you’re looking for a quick solution to boost your team’s sales numbers, you might be surprised by the answer. It’s not about new technology or the latest CRM feature—it’s about mastering the basics. The truth is, the fastest way to increase sales […]
Why Traditional Sales Training is Failing Your Team
Why It’s Time to Get Back to Basics in Sales In today’s high-tech sales world, reps are inundated with tools, automation, and processes that promise to simplify their job. But here’s the reality: these tools mean nothing if your team has forgotten the basics. Sales isn’t about fancy platforms or relationship-building for the sake of […]
The Biggest Cold Calling Obstacle (And How to Beat It)
The Biggest Cold Calling Obstacle (And How to Beat It) Cold calling is one of the most effective ways to fill your sales pipeline, but it’s also one of the most intimidating. Even experienced sales reps can struggle with it. The number one obstacle? Fear. Fear of gatekeepers, fear of rejection, and fear of not […]
Why Hesitation is Killing Your Sales (And How to Fix It)
Why Hesitation is Killing Your Sales (And How to Fix It) Hesitation is the silent killer of sales. Every time a sales rep pauses before picking up the phone, opportunities are lost. Every minute they spend second-guessing themselves is a minute they could be building your pipeline. But hesitation doesn’t just happen out of nowhere—it’s […]
The Real Reason Your Team Isn’t Making Enough Calls
Is Call Reluctance Costing You Sales? If you’ve noticed your team isn’t making enough outbound calls, you’re not alone. This is a common issue, and most sales leaders assume it’s because their reps aren’t motivated or aren’t putting in the effort. But that’s not the real problem. The real issue is call reluctance. And until […]
Struggling to Hit Quota? Here’s How to Turn Things Around
The sales world is tougher than ever right now. You’re not alone if you’re feeling the heat. Quotas are being missed left and right, and it’s easy to feel like you’re stuck in a rut. But here’s the thing—times like these separate the sales professionals from the sales pretenders. The Reality Check We all know […]
Cold Calling Advice
This Is Terrible Cold Calling Advice —And Here’s Why: A Better Approach for Sales Success Cold calling is an art, but like any art, it can easily go wrong with the wrong advice. Recently, I came across a popular LinkedIn sales influencer’s advice that I believe misses the mark. Here’s the example they provided: Prospect: […]
Overcoming Call Reluctance
Overcoming Call Reluctance A Guide to Boosting Sales Confidence & Understanding Call Reluctance Call reluctance is a common barrier for sales professionals, often fueled by the fear of rejection or lack of confidence. Most articles will tell you that call anxiety is a mental hurdle rather than a reflection of your abilities. They would be […]