Don’t just grow to grow: Real talk from a serial founder
There are some lessons you only learn when life hits you hard. This week’s master stared down the loss of his business — “All of Q4 was the biggest punch in the face for me that year. It was the most stressed I’ve ever been in my life.” — and came out the other side…
AI meets customer experience: Mapping journeys with machine learning
As a customer experience professional, I’m hyper-focused on finding ways to improve the customer journey, and I’m always looking for tools to help me analyze customer insights. For me, AI tools are at the intersection of those two initiatives, especially when it comes to building out or improving the customer journey. I started looking into…
15 crucial questions to ask prospects throughout the buyer’s journey, according to HubSpot’s former sales director
If you’re still ignoring buyer journey questions, it’s time to pause and rewind. I say so because sales is now an increasingly consultative profession. Success today is less about “always closing” and more about “always helping” as a knowledgeable, reliable person that buyers can trust. Genuinely helping prospects demands providing them helpful and specific resources…
Voice is the new logo: Why your brand’s tone matters more than ever
A few years ago, I was in charge of presenting a big marketing strategy deck to a senior executive. My team and I prepared a script that went something like this: “In Q3, we’ll deliver a unified editorial calendar. Subject matter will reinforce key audience pain points. We will increase paid media investments to leverage…
4 types of emails that get the most engagement [+ 4 emails that fail]
My inbox is like a box of chocolates: You never know what you’re gonna get (with apologies to Forrest Gump). Just today I received: A newsletter from Monumental Sports Network celebrating the career of Nicklas Backstrom, a beloved player from the Washington Capitals who just departed the NHL. I’m a fan. I engaged; I clicked…
Inside the MEDDIC sales qualification process: My step-by-step approach for B2B reps
There are several different approaches and frameworks used in the sales qualification process. Given the various ways to discover the best lead, I think any approach could be effective, depending on the sales process context. For me, as a SDR in B2B sales, I used the BANT framework, as well as the Challenger Sale methodology.…
Boost B2B Sales by Focusing on Win Rate First
Yesterday, we looked at the hidden cost of low win rates: lost revenue, higher customer acquisition cost (CAC), wasted sales effort, low morale, damaged reputation, longer time to goals, and missed commissions.
Why blog? The benefits of blogging for business and marketing
With 5.5 billion people online (and counting), the internet has never been busier — or had more opportunity. But, businesses keep asking if blogging benefits are still worth the effort. Spoiler: it is. It’s one of the best ways to establish thought leadership, get your audience’s attention, and build trust with them. Over the years,…
Why Win Rates Are Collapsing And How to Fix Yours
Research shows average sales win rates hover around 21%, meaning nearly four out of five opportunities are lost. In enterprise sales, win rates can fall to 5–10%, leaving 90% of the pipeline dead or dying before it ever produces revenue.
Why Your Win Rate is the Only Sales Metric That Matters in 2025
HubSpot’s data suggests that win rates average a weak 21%. If you do the math, you’ll find that 79% of a salesperson’s opportunities are lost — to indecision, competitors, task forces that fail to reach consensus, or buyers paralyzed by the fear of making a wrong decision that not only fails to deliver results but…
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