Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams

No More Cold Calling

Sounds like someone who’s about to get shut down by the gatekeeper. After that it’s the cold hard reality of cold calling, either with the assistance of an inbound marketing campaign, or plain old fashioned cold calling scripts. It’s still who you know that counts.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

How do you get those guys to re-enforce that and not be the gatekeeper. That requires making sure you take the time to do good old fashioned change management and what’s the benefits and telling that story.

A 5-Step Discovery Call Checklist Proven to Increase Conversions by 580%

Sales Hacker

It’s becoming more and more difficult to reach decision makers as gatekeepers and decision-makers receive hundreds of emails and dozens of calls each day. DO: Deliver a metric that matters in a succinct fashion.

An Open Letter to Social Sellers Everywhere

Tony Hughes

Why not always build in some key takeaways on sales process, frameworks, methodologies, syllabi and good old fashioned roll-up-your-sleeves training into the mix? Dear Social Seller of 2015, Now that I've got your attention I must warn you.

How to find, interview and hire great sales people [ 22 Interview questions included ]


Having a problem solving mindset means sales will not be intimidated by restricted access to a prospect, big job titles and gatekeepers. Use a recruitment firm for good old fashioned head hunting. Estimated reading time: 23 minutes. 563,500. That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates.