Experiments are a must in sales. You can't guess and expect to be right all the time. In sales testing is the new normal and great sales reps and managers find a way to successfully test everything they are doing to find optimal ways to be successful. In this episode, we dive into the concept of experimenting and talk about how great reps find a way to test their way to success.

Salesforce has become a special company and every once and awhile they will open the doors and let us understand their secrets of success. In this episode, we dive into how to build a sales development team the Salesforce way.

Sales technology is a must for every sales organization but that doesn't mean it's easy to know what technology you should and shouldn't use. In this episode, we discuss how companies are building and optimizing their marketing and sales technology stack.

Everybody has a model but does a model really make a company successful? In this episode, we discuss how models and mindsets work together to drive success in organizations.

Sales prospecting is never easy. One aspect of sales prospecting that is particularly difficult is finding the right contact information for your target contacts. Phone numbers seem like they would be easy to find but they are not. That doesn't mean it's impossible to find direct dial phone numbers you just need to know some of the secrets of the trade. In this episode, we talk about some of the tips and tricks to finding direct dial phone numbers.

Trends come and go and some stick and others don't. I sat down this Jan and wrote down 50 trends every leader needs to know about. Dave Elkington, CEO of InsideSales.com, and I decided to sit down and discuss some of these trends and get his take on which trends will mean the most as we jump into 2019.

This is the coolest thing we've done at InsideSales.com. We did a study to figure out what sales reps BELIEVE they do in an outbound sales cadences, versus what reps ACTUALLY do and the results were fascinating!

Millennials are tough no matter how you slice it. The way they expect to work and they way they expect to sell is different than any generation before them. Nobody knows this better than Craig Parrish from McAfee. He's been doing inside sales for almost 20 years and he's battled training and coaching for a variety if different generational sales people. In this episode, Craig takes us through some of his experiences in transforming the culture of McAfee.

Trends are a funny thing. Some die and some survive. Unfortunately, we don't know which ones will be most impactful for our businesses so it's important to know what trends are out there and begin thinking how they will affect your business.

In this episode, I dive further into our list of top 50 trends for 2019 and discuss the evolution of the sales model and well as what's going on with the technology landscape.

Every year, people write their top trend list so this year I thought I'd write mine. I usually think their lists are pretty weak and I can do better so I thought I'd take a stab. I was surprise that I came up with 50 trends in a really short amount of time. Most people thought I was crazy to say there was 50 trends happening in 2019 and maybe they are right. Maybe you should not call them trends but either way, these are things I think you'll see happen in 2019 so you'll want to watch them carefully.