How to do Target Account Based Prospecting with your BDR or SDR to Get More High Quality Opportunities

As a sales rep who is lucky enough to have a BDR or SDR supporting you in a 1–1 model or a 1-many model you should be working with that person one on one…

A Guide for Using Tiered Accounts in Account Based Prospecting

As I start to read more and more articles about account based sales and account based marketing I am starting to see that most sales reps have really been doing target account selling for a long time.

Before Today I had Never Met a VP of Sales Who Is a Woman

Why should you care?

Because diversity in the workplace is a human issue.

Not just a women’s issue.

What is the Future of Sales Prospecting?

Over the past 6 years I have mastered what I believe to be fairly good, fairly helpful, fairly researched prospecting.

Prospect Wants to Tell the Sales Rep: “Please Email Me and Talk to Me Like a Normal Human Being.”

Why BDRs Should Care about the Little Things when Booking Meetings for their Sales Rep

As a BDR or SDR you have one goal in mind…

every

single

day…

Question for Women Who Work in Sales — What Did Your Mom Do While You Were Growing Up?

I am always curious when I meet a woman that I like or think is impressive what makes them tick. I want to know what makes them be so awesome? Where did they get their spunk and…

If You Are a Woman & a Sales Manager, a Sales Director or a VP of Sales We Want to Hear From You

I wrote an article a few weeks ago that is still getting great response and people seem to be starting a conversation about the topic I raised in it. I think the…

When People Ask Me How I Did that in a Week

I don’t have a real, solid answer. I just did it.

I saw a problem…

I saw an opportunity and I thought I could help.

So, I did something about it.