Activity is easy to count, but easy to measure is not the same as important to achieve. Here’s how I use the Key Result Area to decide which sales work matters, and what to automate, delegate, or delete. …
READ POST from Stop Managing Activity. Start Managing the KRA
For years, hiring managers told me my range across industries and deal sizes was a weakness. Entrepreneurship showed me the opposite. Selling to every kind of buyer taught me the fundamentals behind Earn the Right. …
READ POST from Why Being a “Sales Chameleon” Became My Competitive Advantage
The best sales reps don’t blindly follow company-wide account grades. Learn how Value-Based Segmentation and the CEO of Territory mindset help reps prioritize better opportunities and build more relevant outbound campaigns. …
READ POST from Why Your Best Reps Ignore the Company’s Account Grades
Cold emails often fail because they ask too much of the reader. Learn Leslie’s 1-10-100 Rule for writing shorter, clearer B2B cold emails that reduce cognitive load and make it easier for buyers to reply. …
READ POST from The Exact Anatomy of a Cold Email That Actually Gets Replies
A sales voicemail doesn’t need to earn a callback to work. Learn how short, strategic voicemails can build recognition, support your next touch, and strengthen a multichannel sales sequence. …
READ POST from Why Voicemails Aren’t About Getting a Callback