Category: Startups

Not Everyone Feels Thankful

My 2023 has been filled with blessings, so many blessings. Also, a few unexpected challenges. I will share with you a few of the blessings that have been bestowed on me this year, but before that I want to share with you something that isn’t talked about enough this time of year: loss, disappointment, and sadness. The holidays are a hard time for some of you. Having to put on a ...

November 13, 2023

Stop Letting the Prospect Control YOUR Sales Cycle

Does this sound familiar? “We’ll need to talk internally, and then we’ll get back to you.” Let me guess, you hear this right after you’ve finished your software demo and are trying to schedule another call. Am I right? Keeping deals flowing through the pipeline is critical for you to hit quota and for your company to realize its revenue goals. However, preventing deals from stalling out and prospects from ...

September 11, 2023

The Hidden Pitfalls of Over-Scripting Sales Calls

I make my living creating and improving sales processes and creating sales playbooks, so it might seem strange that I’m making a case for NOT over-scripting sales calls for SDRs, AEs, and CSMs. The fact is, I’ve never been an advocate for scripting. Instead, I say, “Hire smart people and teach them the framework of each type of call and let them use their words and personalities to get the ...

June 15, 2023

No More Second Chances

Lately I’ve noticed a trend that I’m frustrated and concerned by…….people not doing what they say they’re going to do in the time frame in which they said they would do it in. This isn’t just a professional issue, like the company I’m trying to do business with that says they’re going to follow up and doesn’t. It’s also happening in my personal life like with the guy I’ve been ...

May 4, 2023

Why NRR Will Matter More in 2023

Co-author: Rachel Epstein The current economic climate is causing customers to re-evaluate the necessity of existing vendor partnerships and SaaS platforms thus leading to a possible increase in customer churn next year. The last thing any sales leader needs right now is to worry about customer retention while already stressed out about reaching their, probably unrealistic, quota that’s been set for 2023. A proactive strategy for retaining your customer needs ...

December 14, 2022

No Sales Process = No Revenue Progress

Co-Written with Rachel Epstein Salespeople often don’t enjoy following imposed rules around selling. And we get it – it can seem more like a burden than a benefit. But companies without a formalized and documented sales process are more likely to have underperforming reps who generate less revenue. In fact, HBR reports that companies with a formal sales processes in place see a 28% increase in revenue. It’s simple… if ...

October 21, 2022

Recession-Proof Your Pipeline…..Now

We’ve had a lot of turbulence in the last three years. The pandemic, the Great Resignation, and most recently the war in Ukraine which has pushed the price of oil and gas to an all-time high. All this turmoil has increased prices of just about every consumer good and I’m now seeing an impact on business spending because of talk about a looming recession. The result for your sales team ...

June 1, 2022

Be Proactive to Save Top Talent

How are The Great Resignation and Inflation connected? Ever since the pandemic, we’ve seen increases in prices when it comes to the food and housing market. Combine that with the highest ever rate of resignations and career switching ever in the history of US (In November 2021, 4,510,000 people quit compared to 3,084,200 in November 2019) and you get a huge surge in salary increases and the hottest job market ...

April 27, 2022