Five Tips for Selling to SMBs
Here are five tips that will help you develop your SMB sales strategy from Adam Johnson, Senior Vice President of Sales at ActiveCampaign.
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – May
Well, at least we can say this year has been anything but boring. In the business world, we’ve seen highs and lows as companies grapple with economic whiplash, and startup...
Cutting Through The Noise
How to find relatable and actionable advice on selling There’s no shortage of sales content out there. The real challenge isn’t finding it, but rather it’s sorting through...
Part 5: Safe-fail: What if Sh*t Hits the Fan?
Disclaimer: This is a not a warm and fuzzy “everything’s going to be OK” post. I haven’t watched “Game of Thrones” but I believe the appropriate phrase is “winter...
How Sales Managers Can Get Their Team Out of A Sales Slump
People who work in sales have similar fears: watching their pipeline unravel, falling short of quota, losing a deal they were sure they would win, etc. While the sales career...
Part 4: Sales KPIs You Shouldn’t Care About (and the Ones You Actually Should)
Sales KPIs are super important, but right now you need to pick your battles on which KPIs will have the strongest correlation to success.
The 54 Sales Leaders You Should Get to Know in 2020
Update: June 26, 2020 This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” Initially, the list criteria was based off of the total...
Part 3: Freemium Trials (and the Death of the Top-Down Model)
“Shamus, thanks again for your time yesterday. After discussing with the team …” Do you know how this story ends? “… we’re not moving forward.” If they...
How to Build a Successful BDR/SDR Team: SquareFoot
SquareFoot’s business development manager, Ryan Malone, is charged with building, coaching and managing a team of business development representatives (BDRs). Leading the first line of communication with potential customers, Malone...
Part 2: Outbound ABS: Creating Your Own Growth Index
Howdy! I’ll bet you an Impossible Burger you’ll have at least 30 new accounts to outbound once you finish this article. Still have your Google Sheet bookmarked from Part I?...
Miracle Grow: Sales Pipeline Edition
In the "Miracle Grow: Sales Pipeline Edition" series, I’ll share a blueprint to help you focus on controllable factors and boost pipeline.
The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – March
As a sales leader, COVID-19 has introduced many new challenges. From prospecting strategy to outreach, our team is making changes across the board to ensure we’re targeting the right prospects,...
Why ABS is Even More Critical During COVID-19
It is more important than ever for B2B salespeople to employ the notion of “quality over quantity” with account-based selling (ABS).
5 Ways Sales Teams Can Adapt During COVID-19
Crunchbase sales and customer team leaders share their approaches to staying on track through uncertain times.
5 Steps to An Impeccable 2020 Sales Enablement Strategy
Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to...
The Journey of Sourcing Sales as a Growing Startup
As a startup looks to scale its growth, sourcing new sales opportunities is one of the key places in which it must invest to ensure future success and steady growth....
From Quantity to Quality: Shifting the Focus of Outbound Sales
More activity means more productivity means more deals means more wins! So, dial, dial, dial! Does that mantra describe your sales floor? When we built our outbound sales engine, we...
3 Emerging Verticals in HR Tech Worth Watching
Technology is disrupting every step of an employee’s journey. From recruitment and onboarding, to training and skills development, venture capitalists are pouring millions into each sub-sector of human resources (HR)....
Sales 101: How to Nail Your Elevator Pitch
An elevator pitch is an invaluable tool for differentiating one’s business from the competition. With a few well-chosen words, entrepreneurs and sales teams can describe their business to persuasively generate...
7 Steps to SKO Success: How to Build and Sustain SKO Momentum
Whether you’re directly involved in sales or not, you know that a sales kickoff (SKO) can motivate sales teams and help beat quotas. You also know that an unsuccessful SKO...
