Do you remember the excitement you felt as you planned your sales strategy for 2020? Only months later, COVID-19 had changed everything, sending you back to the drawing board to revisit how digital tools could help your company survive an unprecedented pandemic. Business needs and market forces always drive the need for digital tools, but […]
I lead the Sales Development team for Aircall in North America, and I love the energy that comes with working in a team environment. Collaboration, camaraderie, and competition are inherent to the process. But like most sales leaders, the current global health circumstances related to Covid-19 mean that my team has needed to adapt and […]
There’s a moment in every sales transaction, which — I promise you — nobody will ever stop talking about. If it goes well, it’ll strengthen teams like nothing else. If it goes badly… well, fingers will be pointed. We’re talking about the phase when a prospect changes hands from the SDR to the Account […]
There’s no secret to it. Making money in sales — particularly entry- to mid-level sales — isn’t about finesse. Hard work is the only reliable measure of success: Number of cold calls made, emails sent, hours logged, etc. But there is one very important moment in every SDR’s daily work that requires a little bit […]
For an SDR, conversations are gold. It’s good when they happen through email, better still when they’re over the phone, and best when they’re in-person. Trade shows and events present a seriously valuable opportunity for SDRs. Who wouldn’t want to potentially make half their month’s quota in a single day? Plus, events give sellers the […]
I’m lucky enough to be at a fast-growing software company that’s made building its sales team a top priority. Aside from training new reps to become rockstars at their craft, I spend a lot of time interviewing candidates and deciding who will be a good fit for the role. I’m happy to say that […]
A lot of sales teams think about quotas as some kind of ideal that each rep should aspire to. This is totally wrong. Quotas aren’t a goal, they’re a business calculation. Budgets, hiring, and board presentations depend on these numbers being accurate. This means that quotas are a necessity, and I make it very […]
The phone system for modern business
