SDRs: The Winning Formula for Closing More Deals, Faster

Sales development representatives (SDRs) accelerate the sales process — fueling shorter sales cycles, higher win rates, and happier customers. But building a high-performing SDR team isn’t just about hiring the right people. It’s about setting the right foundation, implementing effective strategies, and fostering alignment across your entire organization. In this article, we’ll take a closer…

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Sales and Marketing: A Dynamic Duo, Not a Duel

Back it With Strategy | Accelerate Your Sales Pipeline & Drive Growth

I’ve spent over a quarter of a century in sales. I’ve seen it all: from the days of the cold call to the complexities of today’s digital landscape. One thing remains constant: the symbiotic relationship between sales and marketing is the lifeblood of any successful business. For too long, sales and marketing have been seen…

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Tip #235: Have a Playbook

Back it With Strategy | Accelerate Your Sales Pipeline & Drive Growth

When I talk with companies that tell me their sales team is not delivering, the first questions I ask are: Who are your competitors? How do you differ? What objections do you get? Does your sales team know all of this? Is this documented somewhere? In other words, do you have a playbook? In team…

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Tip #266: Listen More Than You Speak

Back it With Strategy | Accelerate Your Sales Pipeline & Drive Growth

In my two plus decades leading sales teams, I’ve witnessed countless conversations – some that ignite deals, and others that fizzle out. The key differentiator? Active listening. We all know the stereotype: the fast-talking salesperson, pushing features like a game of whack-a-mole. But that approach is as outdated as a rotary phone. Today’s buyers crave…

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