Archive for December 2020

Businesses commonly invest vast amounts of capital into certain departments to gain potential customers. They include areas such as marketing and advertising. Another essential side of a business is customer support. An excellent customer support team is just as valuable as those other departments as it can also directly increase your company revenue.  B2B companies…

I have worked in software for over a decade, and still, every time I try to describe what I do to my father, he asks, “Is that something that you do with the TV?” Unlike tangible products, software can be challenging to explain.  Many SaaS products can feel like a far off concept since many…

The world is changing, and the world of sales is changing along with it. Two years ago, the average number of people involved in a deal was 5.4. Now, it’s 6.8, and the players come from every team imaginable. With so many people involved, it’s becoming increasingly difficult to get an agreement on anything other…

As a person who works in marketing I tend to think I’m relatively impervious to the litany of marketing efforts I, and everyone else on the planet, are subjected to on a daily basis. For the most part, I avoid most of the basic attempts to get my attention, but sometimes an email, or Facebook…

I am what my sister calls “a panic planner.” While I’m typically laid back and, admittedly, a bit of a procrastinator, if something makes me anxious I switch my brain to prepare. The habit started in high school after I joined the forensics team. I knew what I had to do but my brain jumbled…

Managing a sales team presents unique challenges. Throw in a newly remote workforce, plus a global pandemic, and it can be downright daunting.  According to Owl Lab’s State of Remote Work 2020 report, 70% of full-time U.S. workers shifted to remote work due to COVID, with 80% expecting to continue remote work at least part-time.…

The first district manager I ever had once told me anytime he met a new salesperson the first thing he’d ask them is what their “opener” was. He swore that based on the answer they gave, he could guess how good a salesperson they were. For reference, his favorite opener was “what’s a typical day…

Have you ever heard of the show MacGyver? It originally aired in 1985 and was rebooted later in 2016. The show follows MacGyver, a secret agent who, contrary to many other secret agent shows, relies on his own ingenuity and intelligence instead of fancy gadgets and weapons.  The most defining MacGyver trait, and the one…