Laying the foundation for a successful sales cadence sounds harder than it is. Sure, it will take research, some tweaking here and there, and a lot of testing, but that’s not wasted time – that’s time spent learning more about your ideal prospects. Those outreach attempts and initial conversations may not lead to a sale, …

This is the third piece in our ‘sales practitioners’ series, where we get in the weeds with a sales leader about the biggest topics in the sales world. In this article, we chat with David Dulany, sales development consultant and founder of Tenbound, about how to get promoted from a sales development rep to an …

Sales is a combination of science and art: you have to solve a basic formula in a way that wows your prospects. I’ve consulted dozens of startups all trying to master this critical pairing, and it’s not easy. Fortunately, the perfect sales process is not some elusive dream. It can be built. It just might …

We live in a post-caller ID world. What do you usually do when you get a call from an unrecognized name or number? If you’re like most of us, you probably ignore it or decline it. In fact, 80% of calls end up going to voicemail. According to RingLead, the average sales rep leaves 70 …

Asking probing sales questions to accelerate deals is nothing new. In fact, its origins could be traced back to the classical Greek philosopher Socrates, who deployed the Socratic method as a form of dialogue centered around asking and answering questions to draw out ideas, stimulate critical thinking, and determine underlying presuppositions. In short, asking the …