Sales Engagement Resources

A pause can be a time for reflection about your true motivation. It’s also often followed by positive changes. Let’s call this time “the Great Pause” rather than a new normal while we explore some existential questions about work and life.

Once upon a time on the savannah, humans reacted to every shadow — in case it was a saber-toothed tiger. Well, there are hardly any saber toothed tigers on our Zoom calls, but we’re still operating on that archaic fight-or-flight response.

Your clients are basically in 1 of 3 situations right now: devastated, paused, or thriving. Over half are paused… but they don’t have to be.

Wouldn’t it be great if your prospects asked you what the next steps were? That’s not only within the realm of possibility, it’s what happens when you stop needing to be liked.

In this episode, I interview Sean Lane, Director of Sales Operations at Drift, about how he has optimized the top-of-funnel role of sales ops.

You used to be able to plan your week on, say, Sunday night. Now you have your calendar open constantly for next month.

There’s a crucial difference between management and leadership: Management focuses on the numbers, while leadership focuses on the people.

Your first goal should be no surprises. After that, you’ll learn to pivot from grit to scale. And along the way, you need to lead for the next generation.

Job seeking during a hiring freeze in a pandemic has to rank pretty high on our “worst nightmare” scale.

In Canada, the workforce is about 18% gig workers. In the States, it’s probably closer to 35%. In this world, outsourcing your talent doesn’t have to mean overseas. The time is ripe for a blended workforce full of local talent.

Unless you’ve been on a deserted island for the past few months (which actually sounds really nice) you’ve noticed that the country is experiencing ongoing racial tensions.

82% of us seek out the negative reviews first. In other words, we mostly ignore the 5-stars and scroll down until we see some 2-star reviews.

It sounds counterintuitive to sell based on what’s not great about your product. In a downmarket, though, it’s essential.

Whatever your title, you have a very specific role at your organization. Your job is to lead the sales team. To set direction, vision, strategy, and purpose.

Would you agree that the shortest route to a promotion is to always be asking questions? Positioning yourself as a student will earn you expertise and launch you into leadership in no time at all.

You want to build your brand on LinkedIn, but honestly you have no idea how. The best way is to learn from someone who’s done it.

Does your marketing department celebrate receiving hate mail? Uh… why not? A strong emotional reaction means your content wasn’t boring.

Scott and his cofounder asked this: “What problems have we experienced firsthand that we are uniquely positioned to solve? It was really using the CRM effectively. The data was never right. People hated it. Yet this is the thing that we run our businesses on.”

In a perfect world, the AE and SC are so aligned that the customer experience leads straight to the president’s club. That perfect world isn’t as hard to visit as you might think.

Have you decided what to do with your current playbooks? Hint: Don’t throw them all away.

You’re hanging out at home, which means you have a little more free time than usual. You’ve been kicking around the idea of launching a podcast, but you have no idea how to get started.