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We may now be entering a post-pandemic world, but for many of us, remote work seems like it’s here to stay. It’s part of the “new normal.” And while some of us made the transition as a quick, impromptu response to the pandemic, others were already headed this way with hybrid teams well before the Continue Reading

Working remotely creates a unique challenge for ambitious, upwardly mobile salespeople eager to prove themselves. That’s because when we spend so little time working face to face, it can be difficult for us to gain visibility within our organizations. Instead of feeling like an integral part of our Continue Reading

In today’s virtual-first world, it’s harder than ever to be the newbie on a sales team. From day one, you must prove yourself without the benefit of in-person collaboration, routine access to managers or other peers for advice, or even the comforts of a shared office space. Although you’re Continue Reading

The world of sales has changed a lot over the past year. It’s true that many of us were already accustomed to using virtual collaboration tools before a global pandemic suddenly thrust these ways of doing business to the fore of our consciousness. But as sales organizations have had to pivot in Continue Reading

It happens every day. We open our email inbox to find six or seven messages clearly generated by some kind of mass email engine rather than a human being – the kind we dubiously agreed to receive when we gave away our email address in exchange for some valuable coupon code or gated piece of Continue Reading

Pricing conversations can be difficult. We all know that. But there’s nothing more frustrating than when an otherwise smooth-sailing sales presentation gets derailed by a customer’s objection to the price. It usually means one of two things: either they like what we have to offer, and they want to Continue Reading

You finally landed that coveted appointment with a big lead. You know you can’t just go in there and give a canned presentation, but the simple fact is that you’re not entirely sure you’re ready to give a customized presentation either. You need information, and this meeting will be your first, best Continue Reading

The technical demo is an exciting phase of the sales process. Finally, you get a chance to create genuine value around your solution by demonstrating how your product works to the people who will actually use it on a daily basis. If you can generate excitement among prospective users, the internal Continue Reading

According to 2016 data, there are an average of 6.8 stakeholders involved in most B2B purchase decisions. That means that at any given time, we have to convince five or six people besides our primary sales contact of the value of our proposition, or else the deal could fall flat. And even if we Continue Reading

We’re frustrated. Our prospect has been giving us the runaround for a few weeks now — which feels strange, since things have gone swimmingly up until this point. He seemed genuinely interested in our product at the conference last month. He eagerly gave us his contact information, made little fuss Continue Reading