Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now....
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What a year April 2020 was. Record breaking unemployment news, record setting fiscal and monetary reaction, positive (?), and ever-changing epidemiological models make it...
Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding...
I think I’m starting to understand why the phrase “may you live in interesting times” is considered a curse. A global health crisis, an unscripted pivot to work from...
Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big...
Over the past 4 days, I’ve seen a lot of amazing work from home content from the broader Sales community. I particularly want to call out GitLabs Guide to All-Remote, this post...
I like to spend time on the r/Sales sub over on Reddit. It gives an unfiltered and anonymous perspective on what future, current, and past SDRs are asking and advising. ...
We’ve just released the 2020 SaaS AE Metrics Report. This marks the 7th round of this research project. Leaders from 287 SaaS companies shared their key metrics--growth rate,...
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially...
If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they...
Turn on economic news these days and it’s nearly impossible to miss stories about the tight labor market and (depending on how you measure it) moderate wage growth. The...
Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies...
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