The job of a Sales Development Representative is not easy – it takes a particular kind of person to succeed in this role. As any SDRs will attest to, in the first weeks and months of the role, you can feel like you’ve been thrown into the deep end of a particularly cavernous pool. This …

Sales managers often bemoan the Pareto principle. Also known as the “law of the vital few”, its applications are wide-ranging, but in the context of sales it suggests that 20% of salespeople make 80% of sales. It might not be literally accurate for every organization, but it’s broadly true. That’s because the top performers keep …

Building email lists manually takes up so much time that would be better spent prospecting or crafting email copy, but sales reps generally agree that it’s a necessary evil. The development of automation technology has been a huge boon for salespeople, allowing us to save a ton of time and enhance our productivity. With tools …

Speeding up the sales cycle is a goal for most sales reps. After all, a faster sales cycle means more time to make sales. I sat down with Mike Paladino, Head of Sales at PandaDoc, to find out how he goes about speeding up his sales processes without deterring prospects and leads from purchasing. I …

Once you’ve booked a product demo call with a prospect, it’s tempting to mentally chalk it up as a done deal. But there’s still a lot that can go wrong. It’s highly unlikely that you’ll persuade your prospect to sign on the dotted line if your product demo is un-engaging, vague, or generic. That might …