A sales development representative (SDR) is responsible for generating pipeline, usually by cold calling C-level decision-makers. Their main responsibility is to get qualified sales meetings on the calendar.    Easy,…

The 2022 World Cup is in full swing, and the U.S.A. national men’s soccer team gave it a valiant effort. Let’s learn what we can take away from the performance…

Last week we kicked off the 12 Days of Christmas with some timeless cold calling wisdom. To recap, each day so far we focused on just one of the principles…

December is here and that means Q4 is coming to a close. More importantly, it means that Christmas and a whole lot of quality time with family is right around…

This past year, 2022, has ushered in loads of changes in the world of sales. Sales technology has advanced, video prospecting has gained serious momentum (hello Loom), and sales teams…

Back in the glory days, before the internet, it was normal to call a prospect again, and again, and again. Living and dying by the phones was the name of…

Awkward silence. Most people hate it. But it’s one of the top-secret tools of the best salespeople in the world. If you know what you’re doing, you can deliberately leverage…

I recently wrote part one of pattern interruption in sales. I showcased the “how” and “why” we break patterns during the cold call. So today, I want to show you…

Cold calling isn’t dead. But you know what is dead? The expected canned scripts, and monotone voices and personalities.    “Hi, this is Peter from XYZ, did I catch you…

“Hi, this is Samuel and I’m calling from Products & Services International. Do I have the owner of the company on the line?”   Click. Gone. Done. You never stood…