The Sales Intelligence Blog

Coaching The main difference between coaching and mentoring is focus. Sales coaching is about improving specific skills or behaviors tied to immediate performance—handling objections, closing deals, or perfecting a pitch. It’s tactical and often situational. Mentoring Mentoring, on the other hand, takes a broader, long-term view. It’s about guiding someone’s overall growth, helping them align […]

You’ve probably heard the common myth: “December is a bad time for B2B sales.” The assumption goes that businesses are winding down, decision-makers are out of office, and purchasing decisions are postponed until the new year. But here’s the reality: with the right strategy and mindset, the holiday season can be one of the most […]

If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. Conversation intelligence platforms have become a key way of transforming the value of virtual selling and calls. The prevalence of video is […]

Sending mass emails should be Marketing’s job. Salespeople need to build relationships. With that in mind, I’m going to share with you a shining example of a sales rep who did just that. The best sales email that I received all year was from Adam Brophy over at UberFlip. Not only did I respond to Adam’s […]

Sales managers have the power to inspire their team to top performance and help reps achieve their career goals. It’s therefore no coincidence that many of the world’s most successful sales organizations have both recruited top sales leaders and provided them with the tools they need to coach their team to success. We scoured the […]

LinkedIn for B2B Sales Reps LinkedIn is one of the most powerful platforms available to B2B sales reps, and that’s why it’s frustrating to see so many reps using it incorrectly. “Using it incorrectly” is really an understatement. Several times a week B2B reps try to sell me something via InMail and fail miserably for […]

Proper questions are one of the most powerful tools that B2B reps have. When they ask the right questions, reps don’t only find which prospects are a suitable fit, they also discover what pain points each prospect is experiencing and the goals they seek to accomplish. The right questions also provide visibility into the competitive […]

You work in cold calling driven sales long enough and you’re bound to hear it: that story about the salesperson who closed a six or seven figure deal from a cold call. In fact, I recently had dinner with a retired business to business (B2B) salesperson who had a stack of success stories that started […]

As the cost to acquire customers continues to increase and conversion rates continue to decrease, it’s never been more important to understand how to win, keep and grow customers. This necessity has given rise to an important movement in the last handful of years called Revenue Operations (RevOps).  What is Revenue Operations The definition of […]

As a sales rep, you sell more than a product or a band-aid. You sell a positive change—a future state. You sell the idea that your prospect’s problems will disappear and their life will transform and improve as a result of their purchase. The same principle applies whether you are selling a car, an application, […]

The sales slump is a dangerous place to be. It can happen to everyone, from a first-time sales rep all the way to a veteran enterprise salesperson. It is especially worrisome when the team’s top performer falls into a slump. It can affect whether the entire team meets goal, and damage the morale of the […]

One tenth of a second, that’s just 100 milliseconds. According to research, it’s also how long it takes for someone to form their first impression of you. For what feels like decades, we’ve been taught that our first impression is the key moment that will absolutely make or break any relationship. But how is it […]