As many articles here have described, using an executive briefing is how we open a first meeting. We prefer this insight-based method because it creates much value for the salesperson to offer their client. Here, we will explore eight ways this approach benefits a prospective client.

In B2B sales, everyone wants an edge that can help us win more over the long term, but few work to sharpen that edge. Instead, many sales reps believe their offering will be enough to secure the client’s business. When these reps lose, they blame external factors instead of recognizing that they failed to develop the edge they need.

I developed this list of 49 metrics for a project I am working on. If you want to develop your own set of KPIs, this list will help you figure out what information you need from your sales team. Select at least one from each category to evaluate their performance.

As a sales manager, learning from others' mistakes can save you time, money, and frustration. Here’s a list of common sales management pitfalls to help you steer clear of costly missteps.

Unlock the secret to transforming your B2B sales team’s onboarding process to accelerate success and increase revenue.

Struggling to break through the noise with your cold outreach? Here’s how to turn challenges into opportunities and secure those elusive meetings.