Sales Prospecting

Demand for generative AI has reached a fever pitch in business — and like a lot of tech trends, the early waves of excitement are starting to collide with bottom-line reality. As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for […]

When your business is serving the incredibly diverse array of mid-market companies in the U.S., amassing a supply of reliable data can become a seemingly endless game of cat and mouse.  The information you need for effective go-to-market is out there. But the challenge is chasing down the data — company size, revenue, location, industry […]

It’s been more than 50 years since the first versions of email were sent across the ARPANET, and although the technology has scaled to billions of users worldwide, one thing has stayed constant: the “user@host” address format implemented by the original developer. That doesn’t mean reaching people has gotten any easier. As companies add and […]

We’ve spent months developing an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue. Introducing the brand-new GTM Plays.

Need to brush up on leveraging data as part of your sales strategy? This blog post is for you! Check out our guide for a B2B data-driven sales strategy.

Outbound lead generation can be a thing of beauty or a nagging disappointment. If you’re a sales leader, it’s crucial to master the elements of outbound for your team.  Making the cold outreach process less intimidating often depends on sales quotas. You want to set attainable quotas that achieve real success without compromising the seller’s […]

When Sarena Wing took on a new international sales territory, she was excited to get started. But she also knew she needed to get up to speed very quickly. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. Luckily for her, that […]

You’ve probably seen questionable social media accounts trolling the comment section of your personal feed, or heard of scammers attempting to make a buck through fake Facebook or Instagram profiles. But recently, there’s been attention on a new frontier of fake social media accounts — business profiles on LinkedIn. The CEO of cryptocurrency exchange Binance […]

You’re finally on the phone with a qualified lead. Things are going great. They’re laughing at your jokes, they’re nodding at your sales pitch. Then “Alright, how much is this going to cost?” suddenly enters the chat. Talk about a screeching halt — you haven’t even shown them the best part of the demo yet.  […]

With the odds increasingly stacked against them, how can salespeople navigate a precarious economy and hit their number during a recession?

Cold calls may be harder to work than pre-qualified leads that were carefully vetted by your marketing team, but cold calling can be a rich source of pipeline for sales professionals who know how to think on their feet.