Take a look through any seller’s job description, and no matter the level, you’ll find a long list of tasks to manage. From cold outreach and discovery calls to finalizing deal paperwork, sellers are nothing if not busy. But busy isn’t good enough if you want to achieve your quota. In an ideal world, your … Continued
After 20 years in sales as both a rep and a leader, I’ve seen a lot of deals won (and lost). For a long time, selling didn’t change much. But, the rate of change in the way buyers evaluate and buy has been huge over the past few years. When I first got started in … Continued
Remember when sales meant hopping into a car and driving for hours to knock on doors or sit in lobbies until someone agreed to meet you? Maybe a good fit, maybe not. Maybe you got the timing right, maybe you didn’t. Either way, the sales process was linear — a series of presentations and a … Continued
Did you know, among the information sources B2B tech buyers used in 2021, sales reps ranked fourth — after product demos, company websites, and user review platforms? Yikes. As Senior Director of Sales at Drift, it stings to know that sales reps aren’t the most trusted source of information for buyers. That’s our job, after … Continued