Have you got great and driven sales development representatives and experienced and hard-working account executives, but your team still isn’t performing? Are they not meeting or exceeding their monthly and quarterly targets? Maybe you should look into their teamwork. Into the collaboration between your SDRs and AEs. Whether they’

How many times have you missed a chance on potential leads because their gatekeeper wouldn’t let you through? You probably remember how frustrating it can be to have a great pitch ready to go, and then you get a gatekeeper who won’t let you pitch to the decision-maker.

Commission breath is probably the most prevalent issue that holds SDRs back from reaching success. When you work in sales, you need to reach your monthly or quarterly quota. It’s very black and white, you either succeed or you don’t. It is how we get paid and how

Are your connect rates plummeting? Are your reps making 100+ calls per day, but no-body’s picking up? The reason could be that you have a bad caller ID reputation. Simply put, your caller ID reputation determines if your call will show up as “spam likely” to your prospects or

Managing a sales team can be very intimidating, especially if you are new at it. SDR leaders have many responsibilities, but if they are not building qualified pipeline, then they are not doing their job. No pressure at all, right? Many sales leaders do not get any training, so they

Call blitz, power hour, call block.. it goes by many names, but the meaning is the same. A call blitz is a useful productivity-boosting tool in any SDR/BDR manager’s toolbox. After the COVID pandemic began most sales teams went remote and scrambled to figure out how to stay

A big portion of companies have either gone fully remote or hybrid. In 2023, 12.7% of full-time employees worked remotely, and a staggering 28.2% were hybrid (Forbes). As this trend keeps growing, it is expected that 22% of the workforce in the US will be fully remote by

Many sales managers are looking for ways to get their team to reach their monthly or quarterly targets, or to have a quick spike in rep productivity. The answer seems to be clear: implementing cold-calling power hours. Sales power hours are designed to get your team to call as many

Cold calling has been getting a bad rap for years now. Some experts claim "cold calling is dead”. Others have gone even further with claims like “No true decision maker is dumb enough to answer a cold-call.” Note that in both articles I’ve linked to, the author is actually

But my reps HATE cold calling! Yea, I know. No one wants to make endless calls to prospects who might not even answer. But, cold calling is essential for SDRs to achieve their career goals and succeed in their roles. It's also essential to your pipeline, your success, and your

Remote SDR Leadership Roles * Tropic (no posting) | Molly McElgunn | $180k range (uncertain) * HR Acuity | Jennifer LaFroscia | $180k range (uncertain) * dbt Labs | Liliya Abie | $275K - $325K * Crystal (role not formalized) | No Contact | $180k range (uncertain) * Anrok (no posting) | No Contact | $180-200k range * Samsara | No Contact | $180k range (uncertain) * Birdeye | Brandon

So, you drank the kool-aid, you want to get into SaaS Sales. Promises of a ton of money, a flexible work environment with insane benefits, and plenty of custom company swag have lured you in. The good news? All of the above is true. The bad news? The only way

Feedback or Fluff? When it comes to company culture, everybody claims to be "feedback-forward." However, not all feedback is good feedback. In fact, there are 4 kinds of feedback: 2 are genuinely valuable, 1 is fluffy but unhelpful, and 1 is straight-up toxic. Read on to understand what each type

Every cold call you make is an adventure waiting to happen. Now, let's be honest, unless you are using a power dialer or pre-vetted contact data, your connect rate is going to float around the 3% range, meaning every 100 calls you make, you will connect with 3 people. So,

Sales has a lot to learn from the Special Operations Forces (SOF) community as the SOF community is packed full of high-performers that are hands down the best at what they do. The SOF community has 5 truths they live by to ensure each operator is aligned on what it

Real-time call coaching is crucial to outbound sales. Prior to COVID and the industry-wide shift to remote work, real-time call coaching was an essential piece of the fabric that made in-person sales floors fun and engaging. With the shift to remote work, SDRs are disconnected from each other in a

All reps, new and experienced, need to understand the evolution of their role over time. This way, they can know when to prioritize certain developmental areas based on their tenure and time in-seat. The pyramid below is a framework that reps can use to guide them along their SDR journey.

What if you could identify what traits make up a top performer? As a rep, you could hone in on developing those specific skills and have a gold standard to work towards as you move from good to great. As a manager, you could screen for these specific traits in

The shift to remote work has revolutionized the way business is run on a global scale. Upwork’s Future Workforce Report predicts that 73% of all teams will feature a level of remote work by 2028. Tech was trailblazing the future of remote work long before COVID was even a

Picture this... You are a brand new SDR at some cool up-and-coming tech company. You've signed on to join at a $75k OTE, almost $20k higher than your peers entering the workforce with you. You've heard stories about the money you can make in Sales, received your swag box and