Category: Sales

Let’s be honest. Selling to Gen Z can feel like navigating a minefield with a blindfold on. This generation, born roughly between 1997 and 2012, isn’t just a new demographic—they’re a cultural reset. They’ve grown up online, are fluent in internet culture, and possess a built-in, highly sensitive BS detector. Traditional marketing tactics? They see right through them. So, what’s the secret? It’s not a secret at all, really. It’s a fundamental shift from persuasion to partnership. Implementing ethical and transparent sales practices isn’t just a nice-to-have for this cohort;…

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Let’s be honest—the way we work has shattered into a million pieces. Or, maybe more accurately, it’s melted and reformed into something entirely new. We’re not all in the office. We’re not all full-time employees. The traditional 9-to-5 sales floor feels, well, a bit like a relic. And right in the middle of this seismic shift sits the sales compensation plan. That once-stable engine of motivation is now sputtering. How do you incentivize a team you rarely see in person? How do you structure pay for a gig-based sales force…

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Let’s be honest. The sales and marketing feud is a tired old story. Marketing feels sales ignores their hard-won leads. Sales thinks marketing sends them junk. It’s a classic blame game that drains energy and, frankly, revenue. But what if you could turn that tension into a powerhouse of collaboration? The secret lies in two intertwined concepts: shared attribution and account-based frameworks. When you weave these together, you stop fighting over credit and start focusing on shared revenue goals. Here’s the deal—let’s dive in. Why the Old “MQL vs. SQL”…

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Let’s be honest. The old sales playbook is, well, getting a bit dusty. Blasting generic emails into the void? Relying on third-party data that’s often outdated or just plain inaccurate? It’s like trying to navigate a new city with a ten-year-old map. You’ll get somewhere, but probably not where you need to be. Here’s the deal: the future of sales belongs to those who can listen closely to the signals their own customers are sending. It belongs to first-party data. This isn’t just another buzzword. It’s the goldmine of information…

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Let’s be honest. The old sales playbook is broken. Blasting generic emails into the void? It’s like shouting in a crowded stadium and hoping the right person hears you. Not only is it inefficient, it’s frankly, a bit rude. Today’s buyers expect relevance. They crave understanding. That’s where the magic—or rather, the science—of predictive analytics and AI for sales outreach comes in. This isn’t about replacing your sales team with robots. It’s about arming them with a superpower: the ability to see signals in the noise, predict what comes next,…

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Let’s be honest. Selling enterprise software to everyone is one thing. Selling a bespoke polymer sealant for vintage aircraft restoration? That’s a whole different ballgame. Niche and hyper-specialized markets aren’t just smaller ponds—they’re unique ecosystems with their own language, rituals, and gatekeepers. A generic sales playbook will fail here. Spectacularly. You need a map drawn not in broad strokes, but in fine, expert detail. This is about precision, not volume. Let’s dive into how you build a sales framework that actually works when your total addressable market feels more like…

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Let’s be honest: selling complex, subscription-based software is a different beast. You’re not moving a one-off product. You’re asking a customer to embark on a long, expensive, and transformative journey with your company as their guide. The stakes are high, the sales cycles are long, and the competition is fierce. That’s where sales enablement comes in—or, it should. But too often, enablement for these deals is just a library of dusty PDFs and a generic pitch deck. It’s not enough. You need a living, breathing system that equips your team…

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Let’s be honest. For a long time, sales enablement was seen as, well, a sales thing. Its job was to arm the frontline with battle cards and product sheets so they could close that initial deal. Once the contract was signed, everyone moved on. Customer success took over, and sales went hunting for the next logo. That model is broken. In today’s subscription economy, the real game isn’t just about landing the customer. It’s about keeping them, growing them, and turning them into advocates. And to do that, you need…

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Let’s be honest: the word “sales” in a community space can feel like a party crasher. It’s that awkward moment when a genuine conversation suddenly pivots to a pitch. But what if we’ve been thinking about this all wrong? What if sales isn’t the antagonist in the community story, but a crucial character in its success? Here’s the deal. A thriving customer community is a living, breathing asset. It’s a hub of feedback, advocacy, and shared passion. Left untended, it’s just a forum. But when strategically nurtured—when managed and monetized…

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