Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled.

"The Three 'C's of Business Communication" are crucial to an internal or external communication structure in all businesses, no matter the industry or the vertical. Communication and understanding, or the lack thereof, is either beneficial or detrimental. The key is to elevate people and have a well-defined purpose.

Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' book, Tech-Powered Sales, "SDR teams fail 80% of the time, and the sales industry is the only industry that this failure rate is considered acceptable."

Accelerating your sales career involves an unlimited ability to adapt, adopt, and embrace change. Adaptation is an essential element when it comes to navigating an ever-changing industry. Adoption is critical to the learning process, and no one process is correct—adopting attributes from multiple processes is key. Navigating the sales industry, an industry in a perpetual state of change is only possible by accepting and embracing it.

What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output.

Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered.

When did the sales industry go down the proverbial toilet?  What happened to a customer-centric business model or buyer safety? The customer is not an afterthought. Value is delivered through transparency, commitment, and constructive conflict. Competency is measured by solving problems without fearing confrontation.

Embracing change and keeping what we like to call "change management skills" sharp is critical to master as an entrepreneur, no matter the phase you're in. Always maintain your entrepreneurial mindset, and listen to the market. Align your vision to it. It's not what you want; it's what they want.

A sales team's capacity to solve problems is imperative for a valuable buying experience. C-Suite and VP-level executives' jobs are to solve complex problems. If you cannot help them solve complex problems, you're selling novelty, not a solution. How do we teach salespeople how to solution sell?

Make procurement your ally, not your enemy! Stop avoiding them like they're the plague because they aren't there to kill the deal, they're the ones who make it happen. All they want is to be a part of the deal up front, treated equitably, and heard. The key to aligning with procurement is transparency and TRUST.