Category: Sales

Let’s get one thing straight: Prospecting isn’t the glamorous part of sales. It’s not where you close deals, earn high-fives, or ring the gong. But if you skip it or do it half-heartedly, none of those other moments happen. I’ve done over 11,000 cold calls and booked hundreds of meetings. I’ve helped founders land their…

I have been actively growing my LinkedIn presence for the past ten years and now have over 23,000 followers. It took time, consistency, and real commitment. I used to go to countless networking events and conferences — I’ve always loved meeting new people. It was wild to me, as a young Rutgers University graduate, that…

Sales is about getting the right message in front of the right prospect. It’s as simple as it sounds, but over my career I’ve seen a substantial and accelerating evolution in the methodologies salespeople employ to accomplish that goal. Despite that change, one thing has remained the same in my mind: Successful cold outreach is…

Every sales pro I talk to mentions the same challenges: inflation, rising interest rates, and pricing instability are making it harder to get deals across the finish line. Budgets are tighter, and buyers are more cautious about where they put their money. While that sounds daunting, there are still serious buyers out there, and they’re…

Sales used to feel like a blank canvas every time I picked up the phone. No map, no rhythm, just intuition and hustle. That might work in the short term, but if you’re trying to scale, guessing isn’t a strategy. I learned that the hard way. The turning point came when I built my first…

If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so because sales is now an increasingly consultative profession. Success today is less about “always closing” and more about “always helping” as a knowledgeable, reliable person that buyers can trust. Genuinely helping prospects demands providing them helpful and specific resources…

There are several different approaches and frameworks used in the sales qualification process. Given the various ways to discover the best lead, I think any approach could be effective, depending on the sales process context. For me, as a SDR in B2B sales, I used the BANT framework, as well as the Challenger Sale methodology….

As a B2B salesperson for companies like IBM and Open Text, I’ve had to work hard to earn every meeting, especially in industries where inboxes are overflowing and priorities shift daily. I used to obsess over subject lines and intros, but once I learned how to end a sales email, my reply rates took off….

For the longest time, I was on the fence about creating manual invoices versus using invoice software for my side hustle. My tech-savvy friends often raved about using the latter for their small businesses. Still, I wondered if it would work for me or if adding a new tool would make things more complex and…

If you’re like me, you’ve asked this question: What is the difference between a salesperson and a business development representative (BDR)? Well, here’s what I found. A salesperson usually deals with warm leads. That is, people who already know what they want and just need some guidance to make a decision. But a BDR? That’s…