Automated lead routing is essential for multi-product companies — here’s the how and why
For sales teams, speed and precision in handling new leads can be the difference between winning and losing a deal. But, for multi-product organizations, the challenge goes beyond simply assigning a rep. Each lead may align with different products, territories, or account histories, making manual routing slow and prone to errors that leave money on…
Why you should build relationships backward (and how)
Today’s master has things kinda backward. But she shared with me one of the most clever strategies for collaborative content and brand awareness that I’ve ever heard. (And I talk to a lot of marketers, so that’s saying something.) And whether you’re working on brand partnerships, influencer marketing, or creator campaigns, you just might start…
Support tickets everywhere? Here’s how D2C brands with 10,000+ tickets can unify them from email, chat, and social
Every year, customers ask more from support teams. They want quicker replies, seamless handoffs, and answers that feel personal across every channel. That rising bar makes the job harder. Agents burn out chasing context, while customers grow impatient when they have to repeat themselves. The scale of the challenge is only increasing. Gartner predicts 30%…
How marketers can boost their executives’ presence on LinkedIn, from a LinkedIn Top Voice
Of all the consulting requests I receive, helping executives (or their teams) strengthen their LinkedIn presence is the most common — and for good reason. LinkedIn is no longer optional for executives. It’s where top talent, investors, journalists, and industry peers vet leaders and build trust — often before they’ve ever met you. I’ve seen…
How to use AI conversation intelligence to improve deal velocity
SaaS sales teams are feeling a slowdown. Deals drag on for weeks, decision committees keep growing, and reps are under pressure to deliver faster results with fewer resources. In a tough landscape, AI tools like conversation intelligence (CI) can be a genuine game-changer. Conversation intelligence uses AI to analyze customer interactions to extract actionable insights.…
The Difference Between Active Sales Reps and Effective Salespeople in B2B Sales
Not every salesperson who looks busy is truly effective—understanding the difference can make or break your sales results.
Sales Prospecting: 43 skills, tips, techniques, templates, & tools to succeed
Let’s get one thing straight: Prospecting isn’t the glamorous part of sales. It’s not where you close deals, earn high-fives, or ring the gong. But if you skip it or do it half-heartedly, none of those other moments happen. I’ve done over 11,000 cold calls and booked hundreds of meetings. I’ve helped founders land their…
The Myth of Sales Velocity: Why Quality Conversations Win B2B Sales
B2B sales leaders think speed equals success, but the truth is rushing deals destroys trust and reduces win rates.
The Future of B2B Sales Training
I will confess that I have done Workshops and/or Keynote-style training, even though these can provide some small amount of education, they can’t compare to real training.
Here’s how to write a professional LinkedIn headline to 10x your presence [+ examples]
I have been actively growing my LinkedIn presence for the past ten years and now have over 23,000 followers. It took time, consistency, and real commitment. I used to go to countless networking events and conferences — I’ve always loved meeting new people. It was wild to me, as a young Rutgers University graduate, that…
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