Author: Ernest Owusu

5 Books That Helped Me Become a Better Salesperson

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The pandemic has changed a lot of things. Today I’m going to talk to you about a positive change that has affected me personally – rediscovering the power of reading. On average, more adults are finding solace in books now than in the past. Though some people tend to seek out the latest fiction bestseller … Continued

3 Ways to Sustain an Effective Remote Sales Culture

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Keeping up the level of camaraderie and closeness with your sales team is difficult right now. Sales reps are working harder and longer than ever before – and with less communication. In an office space, it’s easy to link up with coworkers for food, drinks or just a chat, but how do you keep your … Continued

Why Sales Should Ditch MQLs for Intent Data

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We live in an on-demand world. Our customers’ expectations are always evolving, which means the way we engage with them as salespeople must evolve, too. Today, customers are at the center of everything we do in the revenue-driving function – or, at least they should be. So in order to create a customer-centric experience for … Continued

3 Trends Sellers Should Know About in 2021

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2020 presented new challenges, experiences, and expectations for B2B sales teams across all industries. As a critical component of the revenue-driving function, sales must be able to connect with prospects and close deals if the business stands any chance of thriving in today’s competitive landscape. But navigating unprecedented situations threw a wrench in our typical … Continued

3 Unconventional Sales Tactics for an Unconventional Time

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Sales may have gone back to basics this summer, but that doesn’t mean your tactics have to be basic, too. Even if your prospects are working from couches and kitchen tables for a while longer, they still expect personalized interactions. Engaging accounts – and the teams behind them – and getting them into your pipeline … Continued

3 Ways to Build Stronger AE and SDR Alignment

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It’s an unusual time to be in sales, to say the least: Pressure to hit quotas is on the rise, we can’t collaborate from our desks, and generating pipeline has become even more difficult. It wasn’t the summer that most sales teams expected. But, great salespeople adapt to any circumstance. And that includes how we … Continued

This Summer, Sales Goes Back to Basics

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When I talk about the summer season with sales pros, it usually conjures images of a more relaxed environment. Prospects are taking time off and deals move slower as everyone gets outside for a break. But as today’s marketplace reels from the pandemic, summer as we know it is on pause. That means sales teams … Continued

For Great Sales Enablement, Check Your T.O.N.E.

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Thinking back on my time playing professional football in the NFL, my family was always top of mind. Even when my teammates and I were pushed to our absolute physical and mental limits, our experiences and family environment, as well as solid coaching, united us into an unbreakable unit. Little did I know, but those … Continued

4 Strategies for Building Impactful Prospecting Cadences

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With COVID-19 affecting businesses globally, sales reps today are tasked with moving their pipeline forward while navigating their processes and cadences more delicately than ever. The stress and pressure to succeed and hit quota may seem overwhelming, but you’re not alone. Everyone is facing their own unique challenges and the best way to move forward … Continued

4 Pro Tips For Better Sales Prospecting

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Whether you’re just starting out at the beginning of a sales development career or you’re a veteran looking forward to another year, you understand the challenges associated with the industry. Every single person who carries a quota knows it can bring on a rollercoaster of emotions, but there are strategies you can put into practice … Continued