Sales News & Insights
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Small Business Guide to B2B Sales and Marketing Alignment
Small Business Guide to B2B Sales and Marketing Alignment Have you ever sat in a revenue meeting where the marketing team celebrates a record number of leads generated, only for the sales team to complain that none of those leads are ready to buy? If you run or manage...
Mastering B2B Sales Strategies: Growth & Optimization
Mastering B2B Sales Strategies: Growth & Optimization The landscape of business-to-business commerce is evolving at breakneck speed. Buyers are more educated, markets are more saturated, and the traditional "spray and pray" pitching methods of the past are...
Cold Calling Isn’t Dead—But Your Approach Might Be
For years, sales teams have debated whether cold calling is still worth the effort. Some reps have stopped picking up the phone entirely, convinced no one answers unknown numbers. Others keep dialling but see little return. The truth is that cold calling is still one...
How to Embed Your Value Proposition into Your Sales System
Most businesses claim to have a clear value proposition. It is written on websites, printed in brochures, and referenced in campaigns. The problem is that by the time a potential buyer has spoken to different members of the sales team, that neat statement has often...
The Cost of Poor Onboarding: How Much Revenue You Lose Before a Rep Even Starts
Hiring a salesperson is only half the battle. The other half, the one that quietly drains revenue and morale, is what happens after they join. Or more accurately, what doesn’t happen. When onboarding is vague, unstructured, or poorly executed, even talented reps...
Why Your Sales Leaders Aren’t Leading and How to Change That With Leadership Training
Does your team need leadership training? See if any of this sounds familiar... You promoted a sales leader expecting performance to lift, onboarding to speed up, and forecasting to become more predictable. Instead, you're getting missed targets, lopsided performance,...
The Three Phases of a Sales Function: How to Know What Your Team Actually Needs Right Now
Many founders and sales leaders struggle with misaligned sales investments, pouring time and money into the wrong things at the wrong stage. Acting on instinct instead of tailoring to your sales team’s maturity can lead to wasted resources and stalled growth. Acting...
When to Follow Up With Leads (Without Annoying or Losing Them)
Most sales teams waste the leads they worked hard to generate—not because the leads are bad, but because follow-up is slow, inconsistent, or forgotten altogether. If your sales team isn’t converting as many leads as they should be, don’t look to marketing just yet....
How Much Sales Performance Is Actually Driven by Non-Sales Functions?
The problem you can’t see is the one stalling your growth. When a sales team misses its number, the first instinct is to look inward. Maybe the reps aren’t converting. Maybe the playbook’s off. Maybe the Sales Director’s not pushing hard enough. But that’s rarely the...