The 3 Deal-Killing Red Flags Every Sales Leader Must Watch For When Forecasting
Learn the three critical red flags that signal a deal is in trouble, plus get the exact language to use when you spot them. Based on analyzing thousands of won and lost deals.
3 Cold Calling Tactics That Increased Our Pipeline 142% in 90 Days
Want to improve your cold calling success rate? Here are three proven tactics we used at LaunchDarkly to dramatically increase pipeline generation in just three months.
The Dark Side of Multi-Threading: 3 Critical Mistakes That Can Kill Your Deal
Are you risking your deals by multi-threading incorrectly? Learn the three most dangerous mistakes sales reps make when expanding their reach within accounts – and how to avoid them.
How to Evaluate SaaS Companies in the AI Era: A Guide for Sales Professionals
In today’s AI-driven landscape, choosing the right SaaS company to work for can make or break your sales career. Learn the key metrics and evaluation methods to identify winning organizations.
The Modern Way to Handle “Just Tell Me the Price” – A Guide for Enterprise Sales
Have you noticed buyers becoming more resistant to drawn-out sales processes? You’re not alone. Today’s buyers are more skeptical, have tighter budgets, and show less patience for traditional multi-step evaluations. Here’s how to adapt your approach to this new reality.
The Ultimate Pipeline Generation Plan Template to Double Your Sales Pipeline
Pipeline Generation Plans (PG Plans) are the foundation of effective territory management – when done right. But most reps either build them wrong or skip them entirely. After reviewing thousands of PG plans, I’ve developed a framework that consistently drives results.
How to Define Your Ideal Account Fit: A Strategic Guide for AE Territory Planning
95% of AEs make this common mistake in territory planning. Learn how to identify your ideal account fit and build a more effective territory strategy that matches your unique strengths.
Turn Cold Call “Failures” Into Gold: The Secret to Landing Executive Meetings
Have you noticed that most reps measure cold calls by meetings booked? After reviewing thousands of cold calls, I’ve discovered they’re missing the real opportunity – what I call “gold nuggets.” These are pieces of insider intelligence that can transform a “failed” cold call into your best path to executive conversations.
Should Account Executives Strive for Leadership or Enterprise Roles?
I had no desire to pursue a leadership role early in my career. I was wrapping up a fantastic year as an AE, my friends were promoting to the enterprise sales team, and I was determined to join them.
Then, my manager and VP encouraged me to use long-term thinking to inform short-term decisions.
As I went through the leadership vs. enterprise decision-making process, I ended up focusing on two areas:
4 Essential Reports Account Executives Should Use to Work Smarter
Working smarter AND harder guaranteed my success as an Account Executive. Here are the reports I relied on to work smarter:
1) Priority Accounts
Never waste time wondering “what account should I work today?”