Sorry! My bad! Forgive me! These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of […]Read More
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We’ve all had a deal get stuck. You thought your deal was on its way to a signature. Your prospect seemed interested. Maybe they even gave you the verbal greenlight. And then…nothing. Good sales reps are self-starters and self-motivated. But the most important trait of a great sales rep? They’re Proactive. But even the most […]Read More
Sales objections are inevitable. Let’s face it: If your prospect didn’t have objections (whether about price, value, or relevance), they would have already signed the deal. The most successful sales reps know how to overcome objection. And while there are lots of objection handling techniques, there’s one you probably don’t know about (but should). It’s […]Read More
You know that tingly feeling you get when your buyer has interest AND budget? I’ve been there. And I remember one time when everything was lined up and ready to sign. Then POOF! My contact vanished in a heartbeat. She was unreachable for days, then weeks. Not a peep. Turns out she left her company […]Read More
Why do so many sales messaging launches fail? An overload of product information. Reps rarely latch onto new stories, and that stops them from changing their behavior. To prevent them from focusing on features, you want to get them into customer-centric approaches as quickly as possible. Keep reading for the top 9 ways you can […]Read More
How do you know whether your buyer is going to sign? Do you trust your gut? Ask your reps? Maybe check your CRM? Eyebrow-raising data is in, and you’ll never guess what the best indicator for closing deals is. According to our data: The best indicator of whether your deal will close is email velocity. […]Read More
It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals. Everyone rattles off the same thing: a list […]Read More
Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. Not only that, but you’ll also learn how and when to use these questions. In fact, we’re going to start with that foundation. Master sales pros know that this skill is as important as what […]Read More
Deals live and die by great discovery, so don’t leave yours to chance. In this episode, we breakdown how top sales pros handle question asking, active listening, and more.Read More
Ever wondered what it takes to be successful at the next level of your sales career? Wonder no more. We interviewed sales reps at Gong from commercial to enterprise to break down the recipe of their secret sales sauce.Read More
When we think of artificial intelligence (AI), it’s a very cool concept. Both Siri and Alexa live alongside us, performing Google searches and turning on our lights via voice, just like a human assistant would. Teslas are driving and parking themselves, and all this innovation raises eyebrows while making life easier. But if AI is […]Read More