Sales can often feel like tossing messages in bottles to your audience and hoping they respond to you instead of your competitors.

What’s a sales teams to do? Enter in collaborate selling. Collaborative selling gives you the competitive advantage you’ve been looking for, allows you to take control of the process, and gets prospects invested in your product.

By working closely with your prospect early, you have a better chance of getting them on board and shutting out the competition.

In this episode, Matt Tortora, VP of Sales at Goby, explains collaborative selling and why you should be using it in your business ASAP.

Your sales reps spend time on things every day that do not generate revenue.

The solution? Sales process automation.

When it comes to automation, you might be asking yourself, “Is there a problem?” and “Do we really need to automate this?” The answer is yes.

In this episode, David Hood, CEO at VanillaSoft, unpacks three problem areas in your sales system and how to automate them.

Whether you manage two people or over 40,000 people, you can always learn ways to be a better leader.

Often experience is the best teacher, but it’s great to hear some words of wisdom from people who have been around the block a time or two.

In this episode, Lee Cockerell, Founder of Lee Cockerell, LLC and former Executive VP of Operations at Walt Disney World Resort, shares his lessons in leadership, including the A.R.E. philosophy and the 4-P framework to have more effective meetings.

If you don’t know why something’s broken, you can’t fix it.

This is true for many things in life, but it’s especially relevant when you join the leadership team of a company with a broken sales structure.

Set yourself up for success by knowing exactly what you’re getting yourself into before walking in the door. Surprise elements lurk everywhere, but with a few tips, you can be prepared for anything.

In this episode, Michael Muhlfelder, VP of Sales for the Americas at Targit, provides four tips to help you prepare for the ins and outs of rebuilding a broken sales  structure.

Nobody likes talking to a robot, but with the wrong sales script, that’s exactly how your cold calls will feel to your prospects.

To avoid this (and the inevitable dial tone) you need a sales script that invites the prospect into conversation by asking the right questions and gets them to do most of the talking for you.

We’ll also tell you the 6-part framework of the ideal sales script that will help keep rejections to a minimum.

In this episode, Clay Clark, Founder and COO at Thrive15, explains how to create the best sales script for the perfect sales call.

There is no magic formula for outbound email cadence.

You want to keep in line with the eight touch point standard, but you don’t want to come off like a stage-five clinger. So what’s the balance? It’s not what you may think.

In this episode, Brandon Redlinger, Head of Growth at PersistIQ, shares four elements of outbound cadence and what’s been successful for this Y Combinator-backed SaaS company.

Relationships are everything in sales; everyone knows that.

However, how are you measuring those relationships? To convert key accounts into paying customers, it is necessary to put your data where your mouth is.

In this episode, Jermaine Edwards, Founder of the Key Account Hack System, explains how to create a key account sales strategy from measuring customer relationships.

Salespeople generally enjoy the motivation that gamification brings.

However, your organization shouldn’t have the “If you’re not first, you’re last” mentality.

Gamification 2.0 gives way to incentivizing behaviors that align with corporate goals over competition between employees.

In this episode Gal Rimon, Founder and CEO of Gameffective, shares ways to use sales gamification to improve sales performance and align your employees with corporate goals.

There’s always a gap between where you are and where you want to be.

Whether you’re just launching or you’re reevaluating your place in the market, seeing the gaps and knowing how to fill them is critical. Through strategic planning, understanding your competitors, and embracing pitfalls, you can find your fit in the market and position yourself strategically.

In this episode Tony Winders, B2B Marketing Consultant for Advertising, Technology, and Media Companies, shares his B2B go-to-market strategy and tactics.

Think of account-based intelligence as the delivery agent of information needed to drive pipeline growth.

Centering marketing and sales teams around accounts will improve the quality of leads generated and create new opportunities with your existing leads. It’s a win from all angles.

In this episode Matt Benati, Co-Founder and CEO of LeadGnome, breaks down three ways account-based intelligence drives B2B growth.