How I Made My First Successful Sales Pitch at Age 12

Kristina Balfoort | January 25th, 2017

Agenda-setting is an important part of every sales conversation. But when your prospect is a talker? It’s absolutely crucial. After all, the more opportunities you take to remind them of your mutual purpose, the better. With that in mind, make sure to set your agenda before you dive in — preferably while you’re booking the call or meeting. If you accidentally neglect this step, send them an email a day or so before your appointment with some homework (HubSpot VP of Sales Pete Caputa recommends asking them to mull over some questions or review some information).

B2B Selling

4 Lies Your Prospect Is Telling You (And, How To Overcome Them)

Kristina Balfoort | January 18th, 2017

If you’ve ever had a career in sales, you know how much of a rollercoaster it can be. One second, you’re pitching to a prospect– you’re excited, they’re excited– it’s going great! But, once you’re off the phone you get that familiar sinking feeling again: you’ve been lied to.

Productivity

How I Found 3 Extra Hours In My Workday

Kristina Balfoort | January 6th, 2017

It’s that time of year again. If you blink, January will pass you by. The rush of the new year, finding all those MIA prospects and setting up new sales goals– it’s easy to get distracted.

B2B Selling

4 TED Talks To Be A Better Salesperson in 2017

Gretchen Fisk | January 5th, 2017

With the turn of the year, many people hit the refresh button on their personal lives. But, why shouldn’t you do the same as a salesperson?

Productivity