Copywriting is among the most underestimated professions out there, and there’s no secret that the significance of a well-crafted web copy is severely underestimated as well. It takes lots of insight to write a copy that will be enticing to the readers but will also contain a strong call to action, which will motivate them ... Read Post

I wrote an article on why closing usually isn’t the real problem for salespeople – even for those who fail to hit their numbers. It generated lots of discussion with more than 5,000 reads and I discussed the misplaced emphasis on closing with Anthony Iannarino, creator of The Sales Blog and author of the book, ... Read Post

We’re all aware of the unique challenges faced by sales teams in complex enterprise account pursuits. As opposed to opportunities with smaller accounts, enterprise deals present much more frustrating pains and complexities to selling organizations. Long sales cycles, wide buyer networks, and highly capable competitors are just a few of the obstacles that must be ... Read Post

When people think of cold calling, they often get the image of a salesperson from yesteryear dialing random phone numbers out of a phone book. With this idea of cold calling, it’s easy to dismiss it as dead worthless. But in reality, cold calling has transformed over the years and is one of the most ... Read Post

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for ... Read Post

There are few, if any, careers that are as versatile, portable and dynamic as sales. I use the word career intentionally because, despite the overwhelming numbers of people who end up in sales, too few of them see it initially as a career option. Most simply default into it and thereafter kind of settle for ... Read Post

Did you know that 90% of information transmitted to the brain is visual? It makes sense when you consider that the human brain processes images 60,000 times faster than text. This is precisely why we built Pipeliner CRM to be the most visual CRM available on the market. In Sales, time is always of the ... Read Post

What are they really afraid of — your truth or their truth? It’s definitely a combination of both: what they see you doing in the market and what they observe when they examine their own plans and strategies. Read Post