Discovery calls are the cornerstone of a thriving sales pipeline. But simply connecting with prospects isn't enough. To truly resonate and convert leads, you need to do a thorough needs assessment. This guide dives into the art of the needs assessmen...

Feeling the pressure to ramp up your sales team's performance for this and next quarter? Every sales leader is perpetually in that position. Always need more. But, as you may know, in sales, optimizing productivity is the golden ticket to revenue gro...

Ever been in a position where you spend months meticulously crafting sales plays, only to realize your ideal customer has subtly evolved. This hidden problem can lead to a frustrating cycle of inconsistent sales results and missed opportunities. The ...

Ever wonder how some sales teams consistently crush their quotas while others seem to perpetually struggle? The answer often lies in sales productivity, and in 2024, it’s specifically about increasing sales productivity with AI.  It's not abou...

Enterprise sales can feel like climbing Mount Everest – challenging, demanding, but ultimately incredibly rewarding. Unlike B2B sales to small and medium businesses, enterprise deals involve complex solutions, lengthy sales cycles, and a multitude ...

Sales conversations can feel like a guessing game. You pitch benefits & features, but are you hitting the right buttons? Enter the Sandler Pain Funnel. It's a framework that flips the script. Instead of pushing your product, you uncover your pros...

Call recording is a valuable tool for all sales leaders. By capturing sales calls, leaders gain insights into representative performance, identify areas for coaching, and refine communication techniques. However, navigating the legal landscape of cal...