October 13, 2022
How to Start a Career in Tech Sales

Guest Blog By Matt Jennings, Sales Professional. If you want to learn how to get into tech sales, you've come to the right place. Tech sales can be a fantastic career whether you are a recent college graduate or looking to make a change in your career. The tech sales industry is booming, with thousands of […]

October 3, 2022
The Best Way to Close a Ton of SaaS Demos

Guest Blog By Matt Wolach, SaaS Sales Coach. Sales, specifically selling your SaaS product, is essential to ensure your business will thrive.  Or even survive. Sell, or your company will fail, and you will risk losing your business. We've all heard that sales and deal-making are the lifelines of any company. Without them, there is […]

September 30, 2022
Sales Quotas - Definition, Types, and Significance

Behind every successful organization, there is an efficient sales team.  The efficiency of a sales team is driven by how motivated the individual reps are.  Now the easiest way to motivate a sales team is by offering them earned commissions. When these commissions are tied to a quota, your sales team’s motivation is closely aligned […]

September 14, 2022
The MEDDIC Sales Process: All you need to know

Qualifying prospects is an integral step of every sales process. However, spending too much time on just this step might not be the most productive use of your reps' time. This is where a sales methodology like MEDDIC helps.  What is the MEDDIC Sales Process? The MEDDIC sales process is based on a simple and […]

September 7, 2022
The Challenger Sales Model: An Explanation

Are you one of those who always reach the end of a deal, only to see it fall through unexpectedly? In all probability, this could be because you were following the wrong sales model in your organization. There was a time when relationship-building and problem-solving models were popular. However, as time progressed, the Challenger sales […]

August 12, 2022
How To Write Follow-Up Emails That Win Deals

Following up is arguably the most critical yet painstaking part of closing any transaction. Almost always, the first interaction never results in a sale or a closed deal. On average, it takes marketers and salespeople about 8 touch-points to get a meeting with a prospect. So except for the first touch-point, all the 7 touch […]

August 4, 2022
10 Best Sales Books That Help New B2B Sales Reps Win More

It’s never easy to teach sales. The sheer complexity of the field and the tightly intertwined processes make it a daunting task to share knowledge. Thankfully, there are many pearls of wisdom scattered here and there, left by many successful salespeople across the globe. And all those tiny bits of knowledge have been compiled in […]

July 14, 2022
How To Build Talk Tracks That Win In B2B Sales?

The goal of any sale is a favorable exchange of value or service for monetary compensation. The sales models vary across industry, deal-stage, or designation, but the framework of value exchange remains the same. This blog discusses talk tracks, a conversation structure used by salespersons to favorably navigate their sales interactions with prospects, customers, or […]

July 12, 2022
5 must-read books for startup founders in 2022

Startups evolve rapidly. New founders are left with no choice but to adapt quickly. And one major consequence of this - many strategies related to startups fail to stand the test of time. But there are some exceptions. Certain time-tested pearls of wisdom related to startups are still available today in the form of books. To […]

July 6, 2022
10 Must-Have SaaS tools for startups in 2022

Let me begin this post with an encouraging fact for all SaaS startup enthusiasts - The industry is growing at a staggering rate of 18% year on year. The growth of SaaS startups in the last decade is nothing short of a fairy tale. The top contributors to this meteoric rise were a customer-centric approach, a […]

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