One of the biggest differentiators between good and great salespeople is the ability to have a comfortable budget discussion with a prospect.

First sales meetings are much like first dates. Before the date, you are anxious and excited, but you have prepped for relationship-building success.

One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple

When your company is looking to generate more revenue, consider a professional sales development program to generate leads and set up the sales team

One of the best tactics for marketing managers to help your company gain a competitive advantage is focusing on how to manage and grow your marketing

It’s been my experience that most B2B marketing departments work at a different frequency than the sales organization. Marketing seems to be looking

We have all had sales meetings that we wished had gone better. For some reason, you were not able to get to the objective of your meeting or you were

If you ever had a horrible sales meeting with a prospect where nothing seemed to go your way (and we all have), then you have probably made one of

The biggest mistakes that your sales team will make during a cold call with a prospect can easily be avoided. But, some salespeople lose track of

One of the most important ways to differentiate your company’s product or solution is to utilize call plans instead of call scripts when prospecting.

Every marketing investment a business makes should have an estimated return on investment (ROI). This is necessary to be able to properly frame the

Many salespeople do not close deals because they fail to execute on a consistent and well-thought-out follow-up strategy after a prospect meeting. A

Marketing leaders should understand and care about four important sales metrics. If you are a marketer, perhaps you operate under the assumption that

There is a common misconception in the sales industry about the importance of follow-up calls with prospects. The misconception is based on