A prospecting sequence either has a reason for its order or it doesn't. Most cold outreach cadences are a list of...
Leadership Articles
The 1,200% SDR Headcount Increase and Outreach Volume
Between 2015 and 2021, the number of sales development reps in B2B organizations grew by 1,200%, according to research...
Legitimate vs. Reflexive Sales Objections in Cold Calling
Most of what gets logged as a cold-call objection is an automatic reaction to being interrupted. "Send me an email."...
Behaviors vs. Results: A 4-Quadrant Sales Coaching Matrix
A sales manager deciding where to spend coaching time this week is answering two yes-or-no questions about each rep:...
The Gap Selling Deal Wheel™
In short: The Gap Selling Deal Wheel™ is A Sales Growth Company's replacement for traditional CRM sales stages. A...
61% of B2B Buyers Buy What They Didn’t Know They Needed
Sixty-one percent of B2B buyers have purchased a product or service they did not know they needed until a salesperson...
The Nine Building Blocks of a High-Performing Cold Email
A cold email gets read in the first three seconds or it gets deleted in the first three seconds. What happens inside...
Why Sales Meetings Booked Weeks Out Rarely Happen
A sales meeting booked for the next day gets shown up to roughly 90 percent of the time. The same meeting booked five...
The Math of Making Quota: A Pipeline Activity Formula
A rep behind quota has exactly one lever that matters: how much qualified activity gets produced between now and the...
Symptoms and Catalysts: A B2B Prospecting Framework
Most B2B prospecting advice assumes the buyer already knows they have a problem, and the rep's only job is to find...
The Offer-Ask Ratio: Sizing a Cold Outreach Request
A buyer deciding whether to respond to a cold email is running a cost-benefit calculation, whether or not they're...
The Five Mindsets of Power Sellers in Prospecting
Skill and knowledge explain why some reps prospect well. They don't explain why reps with nearly identical training...