The Close Sales Blog

Building a Solid Foundation: How to Create a Real Estate Business Plan That Works

Jacob Thomas — Thu, 14 Mar 2024 12:55:09 +0000

Are you a real estate professional? Then you need a real estate business plan! Follow this simple six-step process to create one for yourself.

Outbound Lead Generation: 5 Game-Changing Tactics You Can’t Ignore

Joanna Kaminska — Tue, 12 Mar 2024 12:55:21 +0000

Uncover the top trends revolutionizing outbound lead generation in 2024. Learn how you can stay ahead of the game and outperform the competition.

16 Real Estate Marketing Ideas to Find Leads + Close More Deals

Jacob Thomas — Thu, 07 Mar 2024 12:55:51 +0000

Looking to promote your real estate business? Then, you need to invest in real estate marketing. Here are a few great ideas to generate leads and sell more.

Inbound vs Outbound Sales: What’s the Difference, Which is Best, and How to Create Your Killer Sales Process

Steli Efti — Wed, 06 Mar 2024 12:55:00 +0000

Inbound is booming, but is it the best option for you? Outbound is classic, but is it obsolete? Explore inbound vs outbound sales: the what, how, and why.

Grab these 11 Practical Strategies to Reduce Churn in Your Business [Expert Opinions Included]

Amy Copadis — Tue, 05 Mar 2024 12:55:29 +0000

Discover these expert-backed ways to reduce churn and improve customer retention in your business. Test them and choose the ones that work best for you.

Sales Enablement KPIs: Track Your Sales Enablement Strategy With These 10 Metrics

Jacob Thomas — Thu, 29 Feb 2024 12:55:16 +0000

Is your sales enablement program working? Find out the answer by tracking these 10 sales enablement KPIs. Doing so will bring you way more sales success!

How to Take Sales Call Notes that You Can Actually Use: 6 Tips

Steli Efti — Wed, 28 Feb 2024 12:55:00 +0000

We all hate note-taking, but strong sales call notes can help you impress your customers (and can even affect your bottom-line)! Learn how to improve and automate your sales notes.

We Tested 18 B2B Sales Tools in 6 Categories: Check Which Ones are Essential for Your Sales Team

Joanna Kaminska — Wed, 28 Feb 2024 04:24:00 +0000

Take the guesswork out of choosing B2B sales tools. We dove deep into testing and found the best options in 6 categories. Give your sales team superpowers!

How to Create a Killer Sell Sheet That Gets Results

Jacob Thomas — Tue, 27 Feb 2024 18:52:48 +0000

Doing in-person sales? Sending direct mail campaigns? An effective sell sheet can help you attract leads. Get pro tips & sell sheet templates to swipe.

Lead Nurturing: Breaking Down Your Sales Funnel & Building an Effective Lead Nurturing Strategy (With 7 Tips)

Anna Hunyadi — Tue, 27 Feb 2024 12:55:00 +0000

Savvy lead nurturing boosts engagement, builds relationships, and converts leads into loyal customers. Explore 7 tips + how to nurture, based on your funnel.

How the MEDDIC Sales Methodology Can Help Close More Deals

Steli Efti — Tue, 27 Feb 2024 00:05:00 +0000

Struggling to close deals? Learn how the MEDDIC Sales Methodology can find better-fit customers and win accounts over for life.

Ultimate Guide to LinkedIn Outreach: Tips & Templates to Nail Your Outreach

Steli Efti — Mon, 26 Feb 2024 12:55:00 +0000

Struggle with LinkedIn outreach? Follow these 8 tips + 4 message templates to elevate your game, connect with prospects, and (ultimately) boost sales.

Sales Outsourcing: The Art & Science of Sales Growth with Strategic Partnerships

Anna Hunyadi — Thu, 22 Feb 2024 12:55:11 +0000

Sales outsourcing taps into market-specific expertise, proves more cost-effective, and accelerates sales growth—when it’s right, and when you’re ready.

MEDDPICC Sales Methodology: An Actionable Guide to Smart Lead Qualification

Tom Sullivan — Tue, 20 Feb 2024 12:55:06 +0000

MEDDPICC can be the key to qualifying and winning complex deals in B2B sales. Learn what the MEDDPICC sales methodology is and how to use it effectively.

Objection Handling: How to Overcome Sales Objections and Win More Deals

Steli Efti — Sat, 17 Feb 2024 04:00:00 +0000

Sales objections can feel like the end, but you can turn them around. Learn these objection handling techniques to win more deals.

How to Sell Anything: A No-BS Guide to Selling

Tom Sullivan — Thu, 15 Feb 2024 12:55:48 +0000

Learning how to sell is a prerequisite to making real money in sales. In this no-BS guide, we’ll teach you how to master the sales process and win more deals.

A Complete Guide to Customer Acquisition: How to Get More Customers & Understand CAC

Marijana Kay — Tue, 13 Feb 2024 12:55:31 +0000

Customer acquisition is the driving force of a thriving business. Not sure where your next customers will come from? This guide with 20+ examples is for you.

Relationship Management: Get to Know Your Customers (CRM)

Marijana Kay — Tue, 06 Feb 2024 12:55:42 +0000

Relationship management is a strategic approach to managing relationships with customers (CRM). While it may sound boring, it's critical to driving revenue.

Follow Up, Talk Less, Close Early: Sales Techniques That Will Make You Unstoppable

Nick Persico — Mon, 05 Feb 2024 12:55:44 +0000

Sales techniques aren’t hat tricks—they’re skills and tactics you can use to win over potential customers and improve your sales process. Use these to close more deals.

Key Account Management: Build Stronger Relationships with Key Customers

Kimberlee Meier — Thu, 01 Feb 2024 12:55:57 +0000

Unlock key account management strategies to strengthen your key customer relationships, maximize customer loyalty, and close more deals.

The Ultimate Guide to Calculating Churn Rate (Step-by-Step Process)

Amy Copadis — Wed, 31 Jan 2024 09:55:00 +0000

Customer churn rate is a metric that shows the health of your business. Learn how to calculate churn rate and improve customer retention.

12 LinkedIn Summary Examples We Love (and How To Shine in Yours)

Tom Sullivan — Tue, 30 Jan 2024 12:55:40 +0000

Writing your LinkedIn Summary doesn’t have to be hard. Learn from 12 great LinkedIn Summary examples and use our free AI summary generator.

The Ultimate Guide to Sales Management: Strategies, Tools, & Techniques to Skillfully Lead Your Sales Team

Steli Efti — Tue, 30 Jan 2024 12:55:00 +0000

Good sales management accelerates revenue growth and takes the sales team to new heights. Unlock the ‘what’ and ‘how’ of effective sales management.

What is Sales? The Definitive Guide to Closing Deals Faster

Chintan Zalani — Tue, 30 Jan 2024 12:55:00 +0000

This is the only guide to sales you’ll ever need. Learn where sales fits in the buyer journey, different types of sales, and how to build a sales process.

What is Inside Sales? Definition, Skills & Tools for Inside Sales Reps

Ramin Assemi — Mon, 29 Jan 2024 12:55:00 +0000

Inside sales is the act of identifying, nurturing, and converting leads remotely. Learn how to succeed at inside sales & get must-have tools.

What is the Waterfall Methodology? Guide to Project Management

Kimberlee Meier — Thu, 25 Jan 2024 12:55:37 +0000

Maximize project efficiency with the Waterfall Methodology. Learn how this proven process can take your project management skills to the next level.

The Elevator Pitch: How to Master Your Own (+ 7 Real Elevator Pitch Examples to Learn From)

Tom Sullivan — Tue, 23 Jan 2024 12:55:05 +0000

Starting with a strong elevator pitch can help you win the sale, investment, or job opportunity. Learn how to master your elevator speech (+ examples).

14 Best Sales Strategies, Examples & Templates to Close More Deals

Ryan Robinson — Mon, 22 Jan 2024 12:55:00 +0000

Want to close more deals? Don’t we all. Here are 14 sales strategies to help your team find more prospects, close more deals, and hit your sales quota.

How to Understand Customer Lifetime Value (CLV) & 5 Real Ways to Grow It

Marijana Kay — Fri, 19 Jan 2024 12:55:00 +0000

Uncover the power of growing your customer lifetime value (CLV), and how this metric relates to customer happiness, loyalty, and retention for sustainable growth.

What Makes a Sales Funnel Effective? 2 Real Sales Funnel Examples

Kaleigh Moore — Thu, 18 Jan 2024 10:51:00 +0000

An effective sales funnel provides insight into the customer journey, empowers sales outreach, and boosts revenue. Guide prospects from awareness to conversion with this funnel management process.

NEW: Introducing Close for Android

Nick Persico — Tue, 09 Jan 2024 19:03:12 +0000

Ready to skyrocket your sales (no matter where you are)? Take your deals on the go with Close’s brand new mobile app for Android—inbound and outbound calling, push notifications, and more!

How to Set Sales Goals Your Team Can Actually Reach (+ 14 Sales Goal Examples to Swipe)

Ryan Robinson — Wed, 03 Jan 2024 12:55:00 +0000

Reach for the stars—and actually touch them. Learn how to set effective sales goals that motivate your team, plus see 14 sales goal examples you can swipe.

15 Best Cold Email Templates (to Generate Better Leads)

Steli Efti — Tue, 02 Jan 2024 03:49:00 +0000

Get our proven cold email templates (for sales teams) to nail your sales email outreach and generate leads. Plus tips to write a cold email & subject lines.

11 Sales Report Templates & Examples: How to Create a Sales Report Fast

Mahnoor Sheikh — Tue, 02 Jan 2024 02:24:00 +0000

From 10+ years in sales, here are our best free sales report templates to use in your business, plus a guide on how to create sales reports.

What is Sales Prospecting? Strategies, Tips & Templates to Turn Prospects into Customers

Steli Efti — Mon, 01 Jan 2024 11:37:00 +0000

Sales prospecting involves actively searching for and reaching out to new leads. The goal? Find out as quickly as possible if they're a good fit.

Sales Dashboard Templates, Examples & KPIs for High-Performing Teams

Steli Efti — Sat, 30 Dec 2023 12:55:00 +0000

Master sales data with actionable dashboards, guiding you to build effective tools that spotlight key metrics and drive smart decisions.

3 Ways to Boost Sales Results Using Zoom in 2024 & Beyond

Steli Efti — Tue, 26 Dec 2023 00:00:00 +0000

Enhance sales with Close: Zoom integration for better CRM, efficient lead tracking, and insightful call recordings.

Email Finders: 15 Tools to Find High-Quality Leads Fast in 2024

Steli Efti — Tue, 26 Dec 2023 00:00:00 +0000

Get the best leads fast with cool email finders - they're a game-changer for your sales and growth!

Mock Sales Calls: 10 Step Guide With Tips, Scripts, and Examples for 2024

Steli Efti — Sun, 24 Dec 2023 12:55:00 +0000

Mock sales calls help sales reps gain confidence + close more deals. Here's how to do them right.

38 B2B Cold Calling Tips for Sales Success in 2024

Ramin Assemi — Sun, 24 Dec 2023 12:55:00 +0000

Cold calling is only dead if you want it to be. Learn how sales pros of today are using cold calling tips to make this strategy work in 2024.

The Guide to Sales Prospecting for Small Business in 2024

Mark Quadros — Sun, 24 Dec 2023 12:55:00 +0000

Discover effective prospecting strategies for small businesses in 2024, with Jeb Blount's insights and the latest trends in sales prospecting.

The 9 Best CRMs for Financial Service Advisors to Get More Clients: 2024 Edition

Steli Efti — Sat, 23 Dec 2023 12:55:00 +0000

You’re in the market for a CRM for financial advisors. What do you need and where should you look? Here’s everything you need to know.

19 Sales Motivation Techniques That'll (Actually) Motivate Your Sales Team in 2024

Ryan Robinson — Sat, 23 Dec 2023 12:55:00 +0000

Whether you need a motivational boost or want to inspire your team, these sales motivation techniques will help motivate your sales team in a big way.

How to Use an Email Warmup Tool in Your Cold Email Strategy + 9 Tools for 2024

Amy Copadis — Sat, 23 Dec 2023 12:55:00 +0000

Hitting spam too often? Learn how to use an email warmup tool as part of your cold email campaign strategy, plus the best tools available now.

8 Best CRMs for Service Businesses in 2024

Danielle Antosz — Fri, 22 Dec 2023 12:55:00 +0000

A CRM dedicated to service businesses helps your team stay on top of customer experience and drive more sales.

8 Best CRMs for Marketing Agencies and Consultants in 2024

Danielle Antosz — Fri, 22 Dec 2023 12:55:00 +0000

Discover how CRM for marketing agencies powers growth in the digital era, managing customer data and streamlining sales for enhanced efficiency and success.

10 Best CRMs for Insurance Companies & Agents to Sell Insurance in 2024

Amy Copadis — Fri, 22 Dec 2023 00:05:00 +0000

Your insurance agency needs CRM software built for your industry. See the 10 best CRMs for the insurance industry, and how they’ll help sell more policies.

9 Impactful Sales Trends to Upgrade Your Sales Strategy in 2024

Steli Efti — Fri, 22 Dec 2023 00:05:00 +0000

Uncover the latest B2B sales trends and learn how to evolve sales strategies for success in the rapidly changing digital marketplace.

10 Best Small Business CRMs Compared & Ranked in 2024

Ryan Robinson — Thu, 21 Dec 2023 12:55:00 +0000

For small businesses, reducing admin time and increasing productivity is key. These are the 10 best CRMs for small businesses to use and grow today.

Lead Distribution Software: 13 Top Tools for Routing Leads in 2024

Steli Efti — Thu, 21 Dec 2023 12:55:00 +0000

Discover top lead distribution software to streamline your sales process and boost conversions effectively in our comprehensive guide.

40 Best Sales Books (of All Time) to Read, Grow, & Level Up Your Sales Skills in 2024

Ryan Robinson — Thu, 21 Dec 2023 00:05:00 +0000

Explore our picks for the best sales books ever—including works from the world's most successful entrepreneurs and thought leaders—to level up your career.

How to Create a Sales Compensation Plan to Attract Top Sales Talent

Victor Ijidola — Thu, 21 Dec 2023 00:05:00 +0000

Ready to create a sales compensation plan for your team? Learn why it's important & how to design a plan that's both fair and effective.

58 Best Sales Email Subject Lines (to Improve Open Rates)

Steli Efti — Thu, 21 Dec 2023 00:00:00 +0000

Sales email subject lines work best when they're short, relevant, and personalized. See 58 of the best email subject lines you can use today.

Looking for a Remote Sales Job in 2024? Here's How to Land a Sweet Gig

Steli Efti — Thu, 21 Dec 2023 00:00:00 +0000

Explore the shift to permanent remote sales work post-COVID, how to find and excel in these roles, and the rise of remote sales jobs in the U.S.

7 Ways to Create Urgency in B2B Sales (and Close Deals Faster)

Steli Efti — Thu, 21 Dec 2023 00:00:00 +0000

Want to close more deals? Then you need to create urgency in sales. The seven tips in this article will help you do it without wrecking your reputation.

18 Top Sales Conferences for B2B Sales Professionals

Chintan Zalani — Wed, 20 Dec 2023 12:55:00 +0000

Want to learn the newest sales tactics and supercharge your sales skills? Then find the top 18 sales conferences you need to attend.

7 Ways Your CRM Can Drive Revenue Growth

Marijana Kay — Wed, 20 Dec 2023 00:00:00 +0000

Think that CRM is best used to keep track of basic customer info? Think again. It can take your revenue to the next level year after year; here’s how.

Is a Sales Career Right for You? Let's Find Out

Steli Efti — Wed, 20 Dec 2023 00:00:00 +0000

Thinking you might pursue a sales career? Learn the roles, skills, (dis)advantages—everything you need to know about the industry.

How to Sell to Millennials & Gen Z (B2B): Selling to Millennials Explained

James Urie — Wed, 20 Dec 2023 00:00:00 +0000

Explore effective strategies on how to sell B2B to Millennials and Gen Z, focusing on speed, trust, and the growing preference for self-service.

SDR Email Tips to Increase Your Response Rate

Amy Copadis — Wed, 20 Dec 2023 00:00:00 +0000

Discover expert SDR email strategies to tackle new challenges, build trust, and significantly boost company revenue.

8 Inside Sales Metrics Worth Tracking in 2024

Steli Efti — Tue, 19 Dec 2023 12:55:00 +0000

Explore essential inside sales metrics and strategies for achieving your sales goals, perfect for remote and in-office sales professionals.

25 LinkedIn Outreach Automation Tools for Targeted Prospecting

Chintan Zalani — Tue, 19 Dec 2023 00:00:00 +0000

LinkedIn marketing can be time consuming. Here are twenty five LinkedIn automation tools to supercharge your outreach and get more leads.

Inside Sales Job Descriptions You Can Steal in 2024

Steli Efti — Tue, 19 Dec 2023 00:00:00 +0000

Discover how to craft engaging job descriptions with our guide, featuring expert tips and templates for attracting top sales talent in just 14 seconds.

Sales Performance Management 101: Lead Your Sales Team to Greater Success

Amy Copadis — Mon, 18 Dec 2023 03:00:00 +0000

Want to boost rep productivity and drive more revenue? A solid sales performance management strategy can make it happen. Read this guide to learn more.

Best Communication Tools for Remote Teams in 2024

Dmitry Dragilev — Mon, 18 Dec 2023 01:00:00 +0000

The businesses that are succeeding in the era of remote work are those that use the right tools. Learn which communication tools will help your remote team succeed.

SMS Deliverability: How to Ensure Your Sales SMS Get Delivered

Victor Ijidola — Mon, 18 Dec 2023 01:00:00 +0000

SMS deliverability is a measure of how many of your sent messages make it to their intended recipients, and can be a critical part of the sales process

7 Ways to Find Email Addresses For Your Qualified Leads

Jacob Thomas — Mon, 18 Dec 2023 01:00:00 +0000

Need to hunt down an email address for your qualified leads? Here's 7 tips to find the right email address every time.

8 Best CRM Affiliate Programs to Bag Some Extra Cash

Jacob Thomas — Mon, 18 Dec 2023 00:02:00 +0000

Ready to earn extra cash from making referrals? Learn the best CRM affiliate programs you can join and start getting commissions today.

10 Best CRMs for Business Consultants (Reviews & Pricing) in 2024

Danielle Antosz — Sun, 17 Dec 2023 16:21:00 +0000

A CRM can help take your business consulting business to the next level. Here's the top 10 CRMs with the features you want (and need.)

Buyer Enablement: The Key to Closing More Deals Faster Than Ever

Jacob Thomas — Sun, 17 Dec 2023 12:55:00 +0000

Want to close deals faster? Buyer enablement speeds up the sales process -- and makes selling easier. Here's what you need to know.

The 8 Best Sales Headsets to Boost Call Quality

Steli Efti — Sun, 17 Dec 2023 12:55:00 +0000

The better your sales reps sound on the phone, the better they sell on the phone. Here are the 3 best sales headsets to win deals this year.

56 Best Sales Prospecting Tools (Free & Paid) for Sales Teams in 2024

Steli Efti — Sun, 17 Dec 2023 10:00:00 +0000

56 of the best sales prospecting tools (free & paid) for you to use in 2024. Sales tips and practical examples included.

7 Best CRMs for SaaS & Software Companies to Sell Faster in 2024

Amy Copadis — Sun, 17 Dec 2023 00:05:00 +0000

Wondering which CRM for SaaS will work best for you? Let’s talk about why they matter and take a look at the seven best options today.

24 Best Sales Movies for Reps That Need a Boost in 2024

Steli Efti — Sat, 16 Dec 2023 19:30:00 +0000

Here's a fun way to broaden your sales horizon—24 of the best sales movies for sales reps to learn and study from.

B2B CRM Software: 7 Best B2B Sales Automation Tools for Your Sales Team Today

Jacob Thomas — Sat, 16 Dec 2023 12:55:00 +0000

Are you in B2B sales? Then you need a stellar B2B CRM. There are tons on the market, but here are seven of the best for automation & more.

8 Effective Sales Presentation Examples to Boost Your Close Rate

Anna Hunyadi — Sat, 16 Dec 2023 12:55:00 +0000

Powerful sales decks keep prospects in the pipeline and moving towards the close. Get inspired by these winning sales presentation examples today.

10 Sales Mistakes for Sales Reps to Avoid in 2024 (and How to Fix Them)

Magnus Eriksen — Sat, 16 Dec 2023 12:55:00 +0000

If you aren't meeting your sales goals, you could be falling victim to these sales mistakes.

Sales Follow Ups: A Complete Guide to Increasing Your Close Rates

Steli Efti — Sat, 16 Dec 2023 12:55:00 +0000

It's easy to focus on the first contact-but the follow up is the key to making sales. Here's how to get it right.

9 Best HubSpot CRM Alternatives When You Want To Close More Deals

Danielle Antosz — Fri, 15 Dec 2023 17:09:00 +0000

Not sure if HubSpot CRM is right for your business? It might not be. Here are nine HubSpot CRM alternatives (and why you should consider them).

How to Transition from Sales Rep to Sales Manager in 2024

Amy Copadis — Fri, 15 Dec 2023 12:55:00 +0000

Are you a sales rep looking to land that manager role? Here are six steps to transition from sales to management in 2024.

27 Best Lead Generation Tools to Supercharge Your Sales in 2024

Kimberlee Meier — Fri, 15 Dec 2023 12:55:00 +0000

Looking for lead generation tools to supercharge your sales? See 27 top tools, including CRMs, email marketing platforms, sales automation tools, & more.

Top 35 Sales Podcasts + Best Episodes for 2024

Amy Copadis — Fri, 15 Dec 2023 10:00:00 +0000

Salespeople that quit learning quit growing. Discover the top 35 sales podcasts and learn from high-performance experts around the globe.

14 Sales Enablement Tools to Close More Deals in 2024

Anna Hunyadi — Thu, 14 Dec 2023 14:54:00 +0000

The payoff for investing in sales enablement tools is huge. But which tool is right for you? Here's a deep look at 14 tools to help you close more deals.

Is Cold Calling Effective? How Cold Calling Still Works in 2024

Steli Efti — Thu, 14 Dec 2023 12:55:00 +0000

Cold calling is one of the oldest forms of marketing, yet not much has changed since it first came about. Read on and see why salespeople still cold call.

21 Sales Memes Everyone Doing B2B Sales in 2024 Will Get

Amy Copadis — Thu, 14 Dec 2023 12:55:00 +0000

If you’re looking for some comic relief to the misery that is selling nowadays, here are 21 sales memes only B2B salespeople will understand.

SMB Sales Strategy: How to Sell to SMB Customers in 2024

Anna Hunyadi — Thu, 14 Dec 2023 12:55:00 +0000

Selling to SMB companies is a useful skill, especially in 2024. More businesses exist today than ever before. Here’s how to sell well!

Cold Email Tips for 2024: Here's What 20 Sales Leaders Shared on LinkedIn

Amy Copadis — Thu, 14 Dec 2023 12:55:00 +0000

Discover top LinkedIn cold email tips on one page. Learn real-world tactics from industry leaders for more effective cold emailing.

A Guide to Sales Demos That Sell in 2024

Steli Efti — Thu, 14 Dec 2023 12:55:00 +0000

Looking to create sales demos that sell this new year? Here’s your step-by-step guide as well as the industry-leading best practices you need to succeed!

How to Use Social Media for B2B Sales in 2024

Amy Copadis — Thu, 14 Dec 2023 12:55:00 +0000

Wondering how social media for B2B sales should play into your business strategy? Here’s everything you need to know.

7 Best Meeting Request Email Templates and Samples in 2024: Examples Included

Steli Efti — Thu, 14 Dec 2023 09:52:00 +0000

Wondering how to send meeting request emails that actually convert? Here’s the basic rundown as well as 7 sample meeting request email templates.

Relationship Marketing in 2024: How to Use it to Gain an Advantage

Jessica La — Thu, 14 Dec 2023 00:05:00 +0000

In a world steering away from transactional relationships, businesses now turn to relationship marketing. Here are 7 tips for 2024.

12 B2B Cold Email Templates & Samples That Win Sales in 2024

Steli Efti — Wed, 13 Dec 2023 12:55:00 +0000

Supercharge inside sales with B2B cold email templates! Use curiosity hook, 10X personalization + more for high prospect engagement.

10 Best CRMs for Startups in 2024: Ultimate Guide, Reviews & Pricing Comparison

Steli Efti — Wed, 13 Dec 2023 12:55:00 +0000

CRM software helps you store customer data, create a sales process, and nail forecasting all in one. See our picks for the best CRMs for startups in 2024.

How to Win More Business: 5 Pitching & Presentation Tips for 2024

Tian Hunt — Wed, 13 Dec 2023 12:02:00 +0000

Discover key presentation tips for 2024 to enhance your business pitches and connect effectively with your audience. Elevate your pitch game now!

30+ Tools for Every Sales Stack (Tech Tools You Need) in 2024

Amy Copadis — Wed, 13 Dec 2023 08:39:00 +0000

Which tools are in your sales stack? Here are 30+ top tools sales teams are using right now, & tips on how to choose the right tools for your sales process.

22 Lead Generation Ideas We Used to Get 300k+ Leads (for 2024)

Steli Efti — Wed, 13 Dec 2023 03:29:00 +0000

Sales funnel empty? Try these 22 killer lead generation ideas to find qualified leads and drive revenue—templates, webinars, events + more!

6 B2B Marketing Trends That You Should Watch Out for in 2024

Matt Diggity — Wed, 13 Dec 2023 00:55:00 +0000

Stay ahead in B2B marketing with 2024 trends! Learn about video marketing, mobile-first strategies, sales/marketing integration, and brand personalization for success.

10 Best Real Estate CRMs (for All Real Estate Agents) in 2024

Steli Efti — Wed, 13 Dec 2023 00:05:00 +0000

As a real estate agent, staying organized is the key to success. Enter: our guide to the best real estate CRMs on the market today.

B2B Sales Examples: Insights and Strategies that Work in 2024

Jacob Thomas — Wed, 13 Dec 2023 00:05:00 +0000

B2B sales includes a wide range of industries and companies. Learn what today's top B2B sales examples can teach you and your company.

Cold Call Conversion Rates: Funnel Metrics & Benchmarks

Steli Efti — Tue, 12 Dec 2023 05:36:00 +0000

The average cold call conversion rate is 2%, which sucks. But it's not the whole story. Learn how to improve cold call success rates by looking at the whole funnel.

10 Customer Success Tools to Close More Deals in 2024

Kimberlee Meier — Mon, 11 Dec 2023 12:56:00 +0000

Goodbye missed deals, hello happy customers. These customer success tools will cut churn and supercharge your customer outreach—and boost sales, too.

20 Top SaaS Affiliate Programs for 2024

Ali Faagba — Mon, 11 Dec 2023 12:55:00 +0000

SaaS affiliate programs pay some of the best commissions, but they aren’t all created equal. Discover the best-of-year programs—and how they work.

What is Upselling? 5 Upselling Techniques & Examples for 2024

Danielle Antosz — Mon, 11 Dec 2023 12:55:00 +0000

If you want to maximize your sales efforts, upselling is key. And it starts by understanding your customers and offering the right product or service at the right time.

7 Top Soft Sales Skills Every Salesperson Needs in 2024

Steli Efti — Mon, 11 Dec 2023 12:55:00 +0000

Want to supercharge your sales? Learn the 7 soft skills salespeople need for success and actionable tips on how to help improve them.

9 Tips for Personal Selling that Guarantee Success in 2024

Steli Efti — Mon, 11 Dec 2023 12:55:00 +0000

Personal, face-to-face selling is back post-pandemic. Brush off the dust and rust, and test out these tips for closing deals during in-person sales calls.

9 ActiveCampaign Alternatives for 2024: Choose a CRM Tool Your Sales Team Will Love

Joanna Kaminska — Mon, 11 Dec 2023 12:55:00 +0000

See how ActiveCampaign marketing and sales features compare against providers like Close, Outreach, Pipedrive, HubSpot, MailChimp, GetResponse, Drip, and ConvertKit.

25 Best Sales Automation Software Tools to Save You Time in 2024

Steli Efti — Mon, 11 Dec 2023 12:55:00 +0000

Spend more time selling by leveraging the top sales automation software tools. Here's how to choose the right one.

7 Sales Email Signature Examples to Increase Conversions in 2024

Helga Zabalkanska — Mon, 11 Dec 2023 11:55:00 +0000

Is your sales email signature helping close deals -- or wasting space? Here's how to leverage yours to increase conversions.

20+ Cold Calling Statistics to Improve Your Sales Calls in 2024

Steli Efti — Mon, 11 Dec 2023 08:09:00 +0000

Use these cold calling statistics to gain incredible insight and maximize the effectiveness of your sales calls in 2024.

9 Free Sales Forecast Templates to Super-Charge Sales Growth in 2024

Steli Efti — Fri, 08 Dec 2023 15:19:00 +0000

What'll next quarter bring? Our free sales forecasting templates will help your sales team predict revenue and learn what works in your sales process.

The 20 Best Sales Productivity Tools for Startups in 2024

Kimberlee Meier — Fri, 08 Dec 2023 12:55:00 +0000

Looking to maximize sales productivity? Use these 20 all-in-one sales productivity tools for lead gen, meetings, and follow-ups.

17 Real Estate Prospecting Tactics to Get More Leads in 2024

Chintan Zalani — Fri, 08 Dec 2023 12:55:00 +0000

Want to fill your pipeline with hot real estate leads? Here are some proven real estate prospecting tips to generate sales opportunities.

Account-based Sales: How to Close More High-value Deals in 2024

Danielle Antosz — Fri, 08 Dec 2023 12:55:00 +0000

Account-based sales is helping teams get more value out of the sales process by targeting fewer, better-fitting accounts. Learn how it works

Best 15 Sales Courses to Consider in 2024

Ali Faagba — Fri, 08 Dec 2023 12:55:00 +0000

Want to start your journey as a sales professional or step up your sales game? Here are 15 great sales courses to consider.

Outbound Sales Strategies: The Key to Closing More Deals in 2024

Chintan Zalani — Fri, 08 Dec 2023 12:55:00 +0000

Outbound sales involve actively reaching out to potential customers and potentially engaging them in a conversation about your product. Learn 13 outbound sales strategies that will work in 2024.

The Best Days & Times to Cold Call (Data-Backed) in 2024

Chintan Zalani — Fri, 08 Dec 2023 11:26:00 +0000

The best time to cold call, on average, is 10 am – but the right time can vary. Learn the best time to cold call for your industry and cold calling goal.

55 Shocking Sales Statistics That'll Change the Way You Sell in 2024

Ramin Assemi — Fri, 08 Dec 2023 08:31:00 +0000

Sometimes, it takes the cold, harsh truth to burst your cozy bubble. And sometimes, it takes 55 cold, hard sales statistics.

17 Best Sales Tips for 2024 (From Top Sales Consultants)

Amy Copadis — Fri, 08 Dec 2023 05:52:00 +0000

Learn top tips from the trenches of B2B sales, including why message comes before tech, how to experiment constantly, and why traveling makes you a better SaaS salesperson.

151 Best Sales Motivation Quotes in 2024 to Inspire Your Sales Team

Steli Efti — Fri, 08 Dec 2023 04:29:00 +0000

Get an immediate dose of the best sales quotes to motivate yourself and your team to close more deals.

13 Best Sales Channels in 2024: Guide, Definition & Examples

Amy Copadis — Fri, 08 Dec 2023 00:05:00 +0000

Learn the different types of sales channels, strategies to leverage each of them, and how you can scale your revenue with the right CRM.

BANT Sales: Is the Framework Still Relevant in the Age of Informed Buyers?

Joanna Kaminska — Mon, 04 Dec 2023 12:55:43 +0000

Looking to crush your sales targets in 2024? Get ahead with BANT. Discover this oldie-but-goodie framework, qualify prospects better, and close more deals.

What is Lead Generation? How to Get More Leads in Your Sales Funnel

Steli Efti — Thu, 30 Nov 2023 03:11:00 +0000

Highly targeted lead generation can be the difference between a growing business and one that’s about to tank. Learn what is lead generation, plus strategies to implement.

Cold Calling 101: Techniques, Tips + 5 Steps to Start Dialing

Steli Efti — Thu, 30 Nov 2023 00:05:00 +0000

New to cold calling? We’re about to dive deep into how to start cold calling, why this is a key sales activity, and tips for successful cold calls.

How to Manage a Sales Team Using Close CRM

Anna Hunyadi — Wed, 22 Nov 2023 15:00:00 +0000

Finding the right CRM—and the right sales management approach within that CRM? Priceless. Here’s how to use Close to supercharge your sales team and win more deals.

How to Successfully Evaluate Sales Calls with Junior Reps (+ Free Template)

Steli Efti — Thu, 12 Oct 2023 18:09:00 +0000

How often do you conduct sales call reviews? Once a week? Once a month? Take a moment to answer that question.

17 Best Cold Email Subject Lines for Higher Open Rates

Kimberlee Meier — Tue, 10 Oct 2023 12:55:42 +0000

Win over prospects, build trust from your first touch and close more deals with these tried-and-tested cold email subject lines.

Customer Acquisition Cost (CAC): How to Calculate and Reduce This Key Business Metric

Chintan Zalani — Mon, 02 Oct 2023 12:55:19 +0000

Customer acquisition cost is the average spend required to get a new customer—and if it’s too high, you’re burning through resources. Learn how to optimize CAC for your business today.

Close for Small Business: Features + Workflows to Boost Win Rates

Nick Persico — Mon, 25 Sep 2023 12:55:06 +0000

Close was designed for small businesses—with comprehensive features, solid support, extensive integrations, and a mobile app—all for a fair price. Learn how to optimize your SMB workflows with Close.

Remote Retreat Ready: How to Plan a Company Retreat (+Ideas)

Mary Hartberg — Fri, 22 Sep 2023 04:29:00 +0000

Planning a remote company retreat can seem overwhelming. We're about to break down the goal of a team retreat & how to plan one successfully.

Leverage the Power of AI with the New Close CRM ChatGPT Plugin

Nick Persico — Mon, 18 Sep 2023 21:23:55 +0000

Use the new Close ChatGPT plugin to save time building contact lists, summarize your relationship with leads, and generate contextual email drafts.

How to Calculate Return on Sales Ratio: Formula, Definition & Guide to Improving Your ROS

Danielle Antosz — Wed, 13 Sep 2023 08:00:00 +0000

The Return on Sales Ratio is one of the key metrics used to determine a company's profitability. Discover how to calculate and optimize ROS for your team.

How to Write Follow-Up Emails (13+ Templates & Examples)

Ramin Assemi — Mon, 04 Sep 2023 00:05:00 +0000

What makes a great follow up sales email? These 13+ examples and templates will help you master the art of the follow up.

MQL Vs. SQL: How to Tell the Difference and Convert More Leads

Tom Sullivan — Tue, 29 Aug 2023 12:55:50 +0000

MQL or SQL? Read the article to learn which leads fit into each category and how to optimize your sales process for both.

9 Steps to a Winning Startup Marketing Plan

Marijana Kay — Tue, 22 Aug 2023 12:55:06 +0000

Looking for a startup marketing plan to drive traction? Don't leave success to chance! Our guide offers 9 steps to build your winning strategy.

How to Grow Your Real Estate Business: Everything You Need to Know

Holly Stanley — Mon, 21 Aug 2023 12:55:47 +0000

Looking to grow your real estate business? Here's how to get more leads and expand your network with advice from expert realtors.

How to Close a Sale: 15 Sales Closing Techniques, Tips & Questions to Close Deals Faster

Steli Efti — Thu, 10 Aug 2023 12:39:00 +0000

Learn how to close a sale like a pro: Dive into 15 sales closing techniques, plus closing questions you can use to move deals across the finish line.

Challenger Sales Model: Process, Benefits & Implementation

Ali Faagba — Wed, 09 Aug 2023 12:55:04 +0000

The challenger sales model works, but it’s not for everyone. Learn in this post how it works and see if it’s right for you.

5 Types of B2B Customer Needs + How to Identify Them

Holly Stanley — Tue, 08 Aug 2023 12:55:55 +0000

Understanding customer needs is key to meeting their expectations and offering what they want. Learn how to identify and match customer needs here.

How to Generate Leads with LinkedIn: 5 Ways to Connect With Potential Customers

Steli Efti — Tue, 08 Aug 2023 12:55:00 +0000

LinkedIn is a powerful platform—if you use it right. This guide will teach you to generate leads with LinkedIn so you can crush your sales quotas.

The Hunter vs. Farmer Sales Model: Which is Best for Your Sales Team?

Steli Efti — Mon, 07 Aug 2023 19:32:00 +0000

It's not always Hunters vs. Farmers in sales: they can work together to reach their goals. Learn how hunting vs. farming works in sales.

Sales Manager Training 101: Turning Wannabe Bosses into True Leaders

Jacob Thomas — Mon, 07 Aug 2023 12:55:11 +0000

Do any of the sales reps at your company want to level up and snag a sales manager role? These 8 training courses can make that possible.

15 Cold Call Scripts + Templates & Examples to Nail Every Sales Call

Steli Efti — Mon, 07 Aug 2023 00:10:00 +0000

Good cold call scripts boost sales rep confidence, engage prospects, and close deals. Get 15 scripts, + templates & examples to nail every call.

8 Best Cold Call Opening Lines to Grab Your Prospect’s Attention

Amy Copadis — Mon, 07 Aug 2023 00:05:00 +0000

Your success rate depends on your cold call opening lines: will prospects decide to stay on the phone? Learn what to say on a cold call + opening lines that work.

11 CRM Benefits For Exceptional Sales Results

Marijana Kay — Thu, 03 Aug 2023 12:55:09 +0000

A CRM is the ultimate way to find and nurture leads, and close valuable deals. Here are 11 CRM benefits you need to know.

31 B2B Sales Qualifying Questions to Pinpoint Your Ideal Prospects

Steli Efti — Thu, 03 Aug 2023 00:10:00 +0000

Wasting a lot of time with prospects that aren’t a fit? Here’s a list of 31 B2B qualifying questions to identify and filter high-value prospects.

Sales Qualified Leads: What Are They, Why Are They Important, and How Do You Get Them?

Jacob Thomas — Wed, 02 Aug 2023 12:55:45 +0000

Want to close more deals? Focus your attention on sales qualified leads (SQLs). This article will explain what SQLs are, and how to get them.

Avoid Sales No-shows with These 8 Tips

Steli Efti — Wed, 02 Aug 2023 12:55:00 +0000

You work hard to connect with prospects and book sales meetings. That's why no-shows hurt. Don't worry, I'll give you eight tips to avoid them.

How to Build a Customer Intimacy Strategy: 12 Proven Methods + Examples

Steli Efti — Wed, 02 Aug 2023 12:55:00 +0000

Enhance customer experience & build loyalty with 12 customer intimacy strategies. Nurture relationships like a marriage for lasting success.

Outbound Sales Tools: 20 Tools You Must Know to Craft Your Ideal Stack

Joanna Kaminska — Tue, 01 Aug 2023 12:55:40 +0000

Discover essential outbound sales tools in our comprehensive list. With our most comprehensive list of tools, choose those that fit your needs.

What Is Sales Messaging? 6 Steps to Create Your Own and Make It Shine

Steli Efti — Tue, 01 Aug 2023 00:43:00 +0000

Developing effective sales messaging involves using the right words to explain how your product can solve your customers' problems. Learn how to make your message stand out.

Want to Improve Customer Retention? Check Those 8 Strategies for Long-term Success

Joanna Kaminska — Mon, 31 Jul 2023 12:55:15 +0000

Discover 8 smart strategies to boost customer retention and keep your business thriving. Choose those that are the best for your business.

How to Structure a Sales Meeting Agenda that Gets Results

Kimberlee Meier — Fri, 28 Jul 2023 12:55:02 +0000

Want to boost your sales team's productivity? Create a structured sales meeting agenda that delivers results and keeps your team on track.

What Is Total Contract Value? 5 Ways to Maximize TCV

Jacob Thomas — Thu, 27 Jul 2023 12:55:32 +0000

Want to take your SaaS company to the next level? Track total contract value (TCV). This article will show you how to do it.

How Often to Follow Up: Follow-up Frequency to Close Deals Instead of Annoying People

Steli Efti — Wed, 26 Jul 2023 12:55:00 +0000

Wondering why you can't reach quality prospects with your phone calls or follow-up emails? Learn how often to follow up in sales (hint: it’s more than you think!)

5 Steps to Use Google Sheets as a CRM (Free Template)

Steli Efti — Wed, 26 Jul 2023 03:55:00 +0000

Your business needs a customer relationship management system—learn how to use Google Sheets as a CRM, and get our free Google Sheets CRM template.

ChatGPT for Sales: How You Can Use It Today and What The Future Looks Like

Tom Sullivan — Tue, 25 Jul 2023 12:55:30 +0000

Using ChatGPT for sales processes can increase your efficiency and help you scale your outreach efforts. Learn what it’s capable of and how to use it.

How to Perform a Sales Analysis (Step-by-Step): Methods & Metrics

Steli Efti — Tue, 25 Jul 2023 00:05:00 +0000

Forget guesswork and intuition: learn how to perform sales data analysis and end up with actionable results for your sales team.

How to Build a CRM in Excel (4 Easy Steps): Plus Our Free CRM Excel Template

Steli Efti — Mon, 24 Jul 2023 20:17:00 +0000

Ready to upgrade your CRM? An Excel CRM template is a great start. Check out our guide to building a CRM in Excel (+ our free template)

AI Content Marketing: 10X Your Process with These Tips

Ryan Robinson — Mon, 24 Jul 2023 12:55:33 +0000

These days, AI is all the rage. But how should content marketers be using it? Here are 6 tips to help you optimize your AI content marketing process.

How to Say No to Discount Requests

Danielle Antosz — Mon, 24 Jul 2023 10:56:00 +0000

Saying no to a customer? It’s a delicate task. You don’t want to lose them—or piss them off. Use these methods to turn down discount requests.

What is the Miller Heiman Sales Process? Strategic Selling For Enterprise Sales

Amy Copadis — Mon, 24 Jul 2023 05:55:00 +0000

Modern sales is built on relationships. Learn how the Miller Heiman process can help you build relationships–and close more deals.

3 Sales Organization Structures For High-Performance Sales Teams

Steli Efti — Mon, 24 Jul 2023 01:00:00 +0000

The right sales organizational structure can make or break your company. Here are the most popular structures and when to use them.

What is a Small to Medium Sized Business: SMB Definition

Amy Copadis — Fri, 21 Jul 2023 10:18:00 +0000

A Small to Medium-Size Business is smaller, savvier, and has less time to waste than larger companies. Here's how to navigate the SMB sales process.

Manager's Playbook: How to Retain Top Sales Talent

Danielle Antosz — Thu, 20 Jul 2023 12:55:08 +0000

The right sales hire can benefit your business exponentially. Take a look at how you can attract and retain top talent within your organization.

CRM for Contractors: Enhancing Efficiency & Growth

Simon Toroyan — Wed, 19 Jul 2023 12:55:40 +0000

Boost Efficiency & Growth for Contractors with CRM | Discover how CRM for Contractors maximizes productivity, streamlines operations, and drives business success.

22 Essential Sales KPIs for High-Performing Sales Teams

Steli Efti — Wed, 19 Jul 2023 05:30:00 +0000

Your sales team needs data—but not just any data. Track these top sales KPIs to measure performance, scale growth, and strengthen your market position.

Everything You Need to Know about Email Response Rate

Steli Efti — Tue, 18 Jul 2023 12:55:00 +0000

Want to level up your cold outreach campaigns? Work to improve your email response rates. That way you connect with more prospects. Here's how to do it.

B2B Sales Funnels: Everything You Need to Know to Connect with Prospects and Close Deals

Jacob Thomas — Fri, 14 Jul 2023 12:55:37 +0000

Ready to build a B2B sales funnel for your company? This comprehensive guide will help you do it the right way, leading to more deals and revenue.

The SCOTSMAN Methodology: Enhance Your Higher-ticket Deals

Amy Copadis — Thu, 13 Jul 2023 12:55:46 +0000

The SCOTSMAN sales methodology is a lead qualifying model that helps you deeply qualify new leads. Learn how it works + 46 questions to ask.

SaaS Email Automation Best Practices: How to Streamline Workflows and Drive Growth

Aquibur Rahman — Wed, 12 Jul 2023 12:55:22 +0000

Discover the top SaaS email automation practices to streamline workflows and fuel growth. Nurture leads, boost conversions, and enhance customer engagement effortlessly.

6 Sales Technology Solutions to Help You Boost Close Rates

Cody Arsenault — Mon, 10 Jul 2023 12:55:27 +0000

Want to leverage sales technology, but not sure where to start? These tools will help you automate your sales process, boost efficiency, and close more deals.

How to Write Breakup Emails for Sales + 4 Breakup Email Templates to Get a Response

Steli Efti — Mon, 10 Jul 2023 10:00:00 +0000

The breakup email is one of the most effective follow up email templates you can use when a prospect isn’t responding to your emails.

5 Strategies For Successful Sales CRM Adoption Amongst Your Team

James Urie — Fri, 07 Jul 2023 12:55:13 +0000

Wondering how to get your sales team to use your new CRM? It's a tricky situation. These five expert tips will help you boost your CRM adoption rate.

How to Build a Sales CRM and Enable Reps to Manage Themselves

James Urie — Thu, 06 Jul 2023 12:55:25 +0000

Learn how to empower your sales team with self-management skills, optimize CRM setup, and boost productivity for closing deals efficiently.

Email A/B Testing Is a Marketing and Sales Superpower: Here’s How to Use It

Steli Efti — Thu, 06 Jul 2023 12:55:00 +0000

Learn how to use email A/B testing to supercharge your sales and marketing email campaigns. We’ll cover variables, best practices, set up, and more.

Value Based Selling: Everything You Need to Know to Win With This Strategy

Steli Efti — Thu, 06 Jul 2023 05:55:00 +0000

The best sellers build trust with prospects. This is much easier to do with a value based selling strategy. Read on to see if it's right for you.

Effective Email Delivery: Technical Setup, Strategies, and Best Practices

James Urie — Wed, 05 Jul 2023 12:55:49 +0000

Wondering why your sales emails get sent to spam? We sat down with email expert, Vaibhav Namburi, to uncover the latest email deliverability hacks!

Lead Assignment: Strategies to Optimize Your Sales Team's Performance

Jacob Thomas — Mon, 03 Jul 2023 12:55:18 +0000

Have you built a lead assignment process for your sales team? This article will show you how to do it, helping you optimize performance along the way.

Customer Success Vs. Account Management: Unraveling the Differences

Sean Mackay — Mon, 03 Jul 2023 12:55:10 +0000

Unleash the magic of Customer Success and Account Management in shaping customer experience and loyalty. Dive into their unique roles and cool differences.

The Ultimate Guide to Sales Development

Steli Efti — Mon, 03 Jul 2023 12:55:00 +0000

Hone your sales development process + team to qualify leads, boost growth, and close deals—faster and better than ever before.

The Lead Generation Process: Your Most Important Piece of Property

Nick Persico — Fri, 30 Jun 2023 12:55:06 +0000

The lead generation process delivers a steady stream of qualified leads. Learn why it should be considered your property and how your own killer process.

How to Handle Rejection in Sales: My Top Sales Rejection Tips

Steli Efti — Fri, 30 Jun 2023 12:55:00 +0000

Rejection is never fun—especially when it comes in the late stages of a deal. Fortunately, these tips will help you deal with sales rejection effectively.

How to Improve Your Listening Skills & Stay Present in Sales Conversations

Steli Efti — Thu, 29 Jun 2023 12:55:00 +0000

Are you a good listener? As a salesperson, nothing is more important. Learn how to improve your listening skills with these 8 practical tips.

Lead Distribution: How to Automate + Optimize Your Process

Amy Copadis — Thu, 29 Jun 2023 00:05:00 +0000

Tired of spending mindless hours manually distributing leads? Learn how to automate lead distribution for your team.

Net Revenue Retention: Its Impact in SaaS + 5 Strategies to Improve Your Ratio

Anna Hunyadi — Wed, 28 Jun 2023 12:55:47 +0000

In SaaS, customer churn and downgrades interrupt reliable growth—so use the net revenue retention metric to analyze and solve any core problems.

Freshsales Alternatives: 6 Apps to Elevate Your Sales Process

Jacob Thomas — Tue, 27 Jun 2023 12:55:55 +0000

Looking for a quality Freshsales alternative for your sales team? The six apps I review in this article are perfect replacements!

How to Build Trust in Sales: Why Trust Trumps Transactions

Cody Arsenault — Mon, 26 Jun 2023 12:55:52 +0000

People buy from people they trust. But as a salesperson, how do you build that trust? Here are 7 strategies that are proven to work.

13 Best Sales Voicemail Scripts to Get Prospect Callbacks

Steli Efti — Mon, 26 Jun 2023 10:36:00 +0000

A sales voicemail script helps you nail your next cold outreach call--even if you get their voicemail.

The Power of AI in Sales Enablement: How It Works + 7 Tools To Close More Deals

Jacob Thomas — Fri, 23 Jun 2023 11:55:09 +0000

Curious about AI in sales enablement? Learn how this technology can improve your sales processes and 7 specific tools you should invest in.

Sales Conversion Rate: The Ultimate Guide to Crushing Your Sales Quota

Joanna Kaminska — Thu, 22 Jun 2023 12:55:32 +0000

Sales conversion rates show you how your sales team is doing. Improving it boosts your bottom line. Here’s what you need to know, and how to increase it.

How to Use LinkedIn Sales Navigator: 11 Tips for Salespeople

Jacob Thomas — Wed, 21 Jun 2023 12:55:06 +0000

Want to level up your sales game? Subscribe to LinkedIn Sales Navigator. Then read this article for the expert-level hacks you need to crush sales goals.

7 Best PhoneBurner Alternatives for High-Volume Sales Teams

Cody Arsenault — Tue, 20 Jun 2023 12:55:03 +0000

Looking for a change from PhoneBurner? These 7 PhoneBurner alternatives might just be what you need to streamline and boost sales productivity.

7 Daily Sales Activities to Maximize Your Sales Performance

James Urie — Mon, 19 Jun 2023 12:55:35 +0000

Looking to level up as a sales professional? These seven daily sales activities will take you from zero to hero inside your sales organization!

How Can CRM Data Analysis Help You Grow Sales for Your Business?

Baidhurya Mani — Thu, 15 Jun 2023 12:55:34 +0000

Discover how CRM data analysis boosts sales growth by understanding customer behavior, enhancing engagement, and making data-driven decisions.

Cold Texting for Sales: Do’s, Don’ts, Tips (& Should You Do It?)

Amy Copadis — Thu, 15 Jun 2023 09:21:00 +0000

Wondering whether to include cold texting in your sales strategy? Be careful—there's a right and a wrong way to do it. Learn how to use cold texting correctly (with examples).

How to Build an Evergreen Sales Funnel

Amy Copadis — Wed, 14 Jun 2023 12:55:45 +0000

Learn what an evergreen sales funnel is, what the benefits are, and how to build one for continuous, steady revenue.

Sales Team Management: How to Protect Your Reps from Burning Out

Steli Efti — Tue, 13 Jun 2023 15:00:00 +0000

A couple months ago, you hired an ace sales rep named Mike. When he started out, he was out in the field crushing it every day, making 150–160 cold calls a day, setting up demos, and closing new customers.

AI in B2B Sales: 5 Ways to Use Artificial Intelligence Effectively

Kimberlee Meier — Tue, 13 Jun 2023 12:55:26 +0000

Discover how to leverage artificial intelligence to find better leads, improve ROI, and free up your sales team's time to close more deals.

Introducing Close for iOS—Take Your CRM Wherever You Go

Amy Copadis — Tue, 13 Jun 2023 00:00:00 +0000

Ready to take your sales game on the go? Check out the new Close mobile app, built to help you crush your goals and be a more productive salesperson, even when you’re not at your desk.

AI in Sales: How Artificial Intelligence Can Help You Close More Deals

Anna Hunyadi — Mon, 12 Jun 2023 16:05:00 +0000

AI for sales is about using artificial intelligence to complete sales tasks—without sales teams needing to do the tasks themselves.

14 Top Intent Data Providers That Will Boost Your Conversion Rates

Ali Faagba — Mon, 12 Jun 2023 12:55:39 +0000

Intent data fulfills one of the most critical needs of B2B sales teams. This article reviews the 14 best B2B intent data providers on the web today.

Boolean Search on LinkedIn: The Sales Superpower You Need to Boost Your Outbound Pipeline

Tom Sullivan — Fri, 09 Jun 2023 12:55:48 +0000

Learn how to use Boolean Search on LinkedIn to find prospects matching your target persona, save time on creating lists of leads, and grow your pipeline.

How to Nail the Sales to Customer Success Handoff: 5 Tips to Help + Email Template

Jacob Thomas — Thu, 08 Jun 2023 12:55:24 +0000

If your sales process ends when the customer buys, you're making a mistake. Learn how to nail the handoff to your CS team—email template included!

How to Create a Compelling Value Proposition (with 6 Examples…)

Chintan Zalani — Thu, 08 Jun 2023 12:55:00 +0000

Your unique value proposition is the pitch to persuade prospects to buy from you over your competition. Learn a simple method to write yours (with interesting value proposition examples). Here's what most people do to achieve that:

Maximize Revenue Efficiency: The Role of RevOps and How to Build a Successful Team

Althea Storm — Wed, 07 Jun 2023 12:55:13 +0000

Unlock the power of revenue operations (RevOps) with our comprehensive guide. Discover the benefits, key roles, and metrics to track.

The 7 Key Differences Between B2B and B2C Sales

Steli Efti — Tue, 06 Jun 2023 00:05:00 +0000

B2B vs B2C sales: they share some similarities, but they’re also very different. Learn about business buyers vs individual consumers + tactics to win.

6 Video Personalization Tips for Scalable Sales Outreach

Anna Hunyadi — Mon, 05 Jun 2023 12:55:51 +0000

Personalized videos boost sales engagement and give you a competitive edge—but to be effective, they need to scale.

11 Sales Optimization Strategies to Help Your Sales Team Succeed

Steli Efti — Mon, 05 Jun 2023 12:55:00 +0000

Looking to pour rocket fuel on your sales team? These 11 sales optimization strategies will help your department run like a well-oiled machine.

15 Sales Pipeline Metrics to Track for Better Quality Deals

Steli Efti — Mon, 05 Jun 2023 06:00:00 +0000

Want to close more deals? Use these 15 pipeline metrics to optimize your sales process, get better quality leads and boost your bottom line.

Build a Product Launch Strategy: 17 Steps to Nail Your Product Launch the First Time

Steli Efti — Mon, 05 Jun 2023 01:00:00 +0000

Ready to launch a new product? Follow these 17 steps to make sure your product launch strategy is on point. You'll be glad you did!

The Future of AI in Sales: What Changed and What’s Next

Steli Efti — Sun, 04 Jun 2023 12:55:00 +0000

What’s the future of AI in sales? How have things changed since 2017? Let’s find out about the good sides of using AI and some weak spots (that are still there.)

CDP Vs. CRM: What’s The Difference + How To Choose

Jacob Thomas — Fri, 02 Jun 2023 12:55:58 +0000

The CDP vs. CRM debate has picked up steam in recent years. Discover the differences between these two solutions (and which one you actually need.)

7 Ways AI Can Supercharge Your Personalized Sales Outreach

Sean Mackay — Thu, 01 Jun 2023 12:55:45 +0000

Discover 7 ways AI can take your sales outreach to the next level. Personalize your messaging, streamline your process, and close more deals.

Annual Contract Value: What is ACV in Sales?

Steli Efti — Thu, 01 Jun 2023 00:55:00 +0000

Annual contract value (ACV) measures how much revenue a single customer brings in every year. Learn how to use this to prioritize accounts and get context for your business.

LinkedIn Prospecting Guide: 13 Strategies for Modern Sellers to Generate Qualified Leads

Gaetano DiNardi — Wed, 31 May 2023 12:55:03 +0000

Looking for effective strategies to generate qualified leads on LinkedIn? This prospecting guide covers 13 modern techniques that sellers can use to increase their chances of success.

Sales Cycles: An Actionable Guide to Sales Cycle Management

Steli Efti — Wed, 31 May 2023 00:11:00 +0000

A well-defined sales cycle turns cold leads into customers. Here's how to create a well-oiled revenue machine, including templates, tips, and strategies.

B2B Lead Generation: How to Generate High-Quality Leads for Your Business

Jacob Thomas — Tue, 30 May 2023 12:55:21 +0000

Your company needs quality leads—the more, the better. Learn 8 B2B lead generation strategies to get new leads consistently.

The Indie Stack: The Ultimate Sales Software Stack for Your Startup

James Urie — Mon, 29 May 2023 12:55:01 +0000

All-in-one tools are so last year. Learn about the Indie Stack—5 tools that can maximize your sales efforts and lead to impressive growth for your startup.

27 Revealing Sales Discovery Questions Every B2B Sales Rep Should Know

Amy Copadis — Fri, 26 May 2023 00:15:00 +0000

Stop wasting time on prospecting calls that go nowhere. This list of 27 sales discovery questions will help you understand who your prospects are and what they want.

CRM for Creators: The 5 Best Apps for You

Jacob Thomas — Thu, 25 May 2023 12:55:12 +0000

Are you a professional creator? These 5 CRM solutions will help you streamline your workflows and grow your business. Check them out!

What Does a Sales Account Executive (Actually) Do? Job Responsibilities, Skills & Salary

Steli Efti — Thu, 25 May 2023 11:44:00 +0000

What is an account executive? This role is a crucial part of the sales team, with responsibilities including acquiring and managing new clients & customers.

Sales Collaboration Guide: How to Foster Collaboration in Sales Teams

Joe Barron — Wed, 24 May 2023 13:47:27 +0000

Sales teams with collaborative cultures are better positioned to succeed in today's economy. Learn how to foster collaboration and create a supportive sales culture.

Want to Stay Competitive? You Need to Consolidate Your Tech Stack

Jacob Thomas — Tue, 23 May 2023 12:55:24 +0000

How many apps does your sales team use? It may be time for a little tech stack consolidation. This quick guide will show you how to do it right.

8 B2B Sales Tools For Prospecting, Lead Generation & CRM

Victor Ijidola — Mon, 22 May 2023 12:55:34 +0000

Discover 8 top B2B sales tools for effective prospecting, lead generation, and CRM. Boost your sales productivity and close more deals today.

The Ultimate Guide to Startup Sales: Sales Process, Best Practices & Top Tools

Steli Efti — Fri, 19 May 2023 10:00:00 +0000

Maximize your potential with this comprehensive guide to startup sales. Learn from Close's founder about what it takes to achieve long-term success and scale up.

Build Your Own Sales Process: 6 Steps to Nail Your Process and Close More Deals

Ryan Robinson — Fri, 19 May 2023 00:55:00 +0000

Want to build a proven sales process that allows your sales team to crush their quota? Learn the stages of the sales process, and 6 steps to build it.

The 7-Step Process to Successful CRM Implementation

Nick Persico — Thu, 18 May 2023 12:55:22 +0000

Ready to level up your CRM game and streamline customer data? This expert guide will show you how to implement a CRM successfully to help close more deals

Sales Discovery Meeting Blueprint: 7 Steps to Enhance Client Relationships

Steli Efti — Thu, 18 May 2023 12:55:00 +0000

Sales discovery meetings are like the first dates of the sales world. Use this 7-step agenda to guide your meeting and make a memorable first impression.

24 Sales Skills Every Sales Pro Should Be Improving

Ryan Robinson — Thu, 18 May 2023 00:55:00 +0000

Learning key sales skills is a never-ending process. Here are 24 skills every sales rep should work on leveling up.

5 Ways to Utilize AI for Sales Forecasting

Danielle Antosz — Wed, 17 May 2023 12:55:08 +0000

In this guide, we’ll look at five ways to use AI for sales forecasting to help you improve the accuracy of your forecasts and close more deals.

The 5 Best CRMs for Sales Managers

Jacob Thomas — Tue, 16 May 2023 12:55:01 +0000

Sales managers have different needs than sales reps. So it makes sense to purchase a CRM that can accommodate them, too. Here are 5 top options.

B2B Buyer Personas: Find Your Target Audience and Stop Selling to Everyone

Joanna Kaminska — Mon, 15 May 2023 12:55:58 +0000

Design B2B buyer personas to understand the purchase decisions of your target audience, boost your lead generation process, and work better with your marketing team.

How to Use SWOT Analysis to Increase Sales

Cody Arsenault — Tue, 09 May 2023 12:55:50 +0000

Boost your sales with a SWOT analysis. Learn how to identify strengths, weaknesses, opportunities, and threats to create a winning sales strategy.

No B.S. CRM Comparison: Close Vs. Go HighLevel

Joanna Kaminska — Mon, 08 May 2023 12:55:00 +0000

We tested Close and Go HighLevel features, support quality, documentation, and many more to see how they stack up. See what we’ve learned.

14 Essential Skills for Sales Associates

Mark Quadros — Mon, 08 May 2023 12:55:00 +0000

Ready to level up your sales career? Then it's time to master these 14 sales associate skills! Read this article for the inside scoop.

Business Development Vs. Sales: What’s the Difference and Why You Should Care?

Ryan Robinson — Fri, 05 May 2023 12:55:00 +0000

Find out why you should know the differences between business development and sales teams, what outcomes to expect from each one, & who should be your first hire.

The Best Salesforce Alternatives: 8 CRMs to Help You Close More Deals

Ryan Robinson — Fri, 05 May 2023 12:55:00 +0000

Tired of Salesforce? Looking for a more user-friendly and affordable tool? Check out these eight Salesforce alternatives to find the best one for you.

8 Skills You'll Need to Become a Sales Manager

Steli Efti — Thu, 04 May 2023 12:00:00 +0000

What does it take to become a sales manager? Here are the top skills you need to take your sales career to the next level.

What Is B2B Sales? Strategies, Tips, & Guide to Success

Steli Efti — Thu, 04 May 2023 09:00:00 +0000

What is B2B sales? Basically, it means selling your products to another business. Learn more about the B2B sales process + how to overcome challenges.

The Art of SaaS Sales: 10 Tips for a Winning Sales Process

Steli Efti — Thu, 04 May 2023 06:00:00 +0000

If you want to succeed in SaaS, you must master SaaS sales. Unlock your team’s full potential with these 10 strategies.

The 7 Best CRMs for Marketers

Jacob Thomas — Wed, 03 May 2023 12:55:52 +0000

Looking to level up your marketing department with CRM software? There are tons of options available—these are the best of the best in 2023.

The Best CRM Apps for iPhone: Track Sales and Follow Up on the Go

Ali Faagba — Tue, 02 May 2023 14:56:14 +0000

Looking for a CRM you can use on the go? Here’s a deep dive at the top CRM iPhone apps, including Close, Pipedrive, and Zoho.

14 Sales Scheduling Tools to Speed up the Sales Process

Ramin Assemi — Mon, 01 May 2023 05:00:00 +0000

Tired of back-and-forth emails to schedule a sales call? These sales scheduling tools will save you time (and headaches.)

Book Sales Meetings Faster With Our New Close + Calendly Integration

Danielle Antosz — Fri, 28 Apr 2023 16:15:52 +0000

Quickly connect Calendly and Close directly so you can access more data, schedule meetings faster, and automate more of your sales process.

Book More Meetings With Scheduling Links in Close

Nick Persico — Fri, 28 Apr 2023 15:27:08 +0000

Sync your scheduling links from Calendly or SavvyCal to Close and insert them into emails with 1-click.

7 Best CRMs for Career Coaches

Jacob Thomas — Thu, 27 Apr 2023 12:55:58 +0000

Are you a career coach? Then you need a CRM to help you manage leads, engage clients, and streamline your workflow. Here are the 7 best options.

What Is Cross Selling: Definition, Examples, and Ultimate Guide

Chintan Zalani — Tue, 25 Apr 2023 12:55:12 +0000

Cross-selling is selling complementary products to your existing customers. Here’s how your sales team can leverage this strategy to increase sales for your SaaS business.

The Virtual Retreat Guide: How to Plan an Engaging Retreat for Your Team

Steli Efti — Mon, 24 Apr 2023 12:55:00 +0000

Planning a virtual retreat for your company? We've walked that path. Here are 7 tips we learned. Implement them to ensure your retreat is top level.

12 Inside Sales Strategies to Close Leads Faster

Ryan Robinson — Wed, 19 Apr 2023 13:55:00 +0000

Ready to close more deals with less effort, and maximize customer lifetime value? These inside sales tips will set you up.

Inside Sales vs Outside Sales: Understanding the Core Differences (B2B)

Steli Efti — Wed, 19 Apr 2023 04:33:00 +0000

Inside Sales vs. Outside Sales: is one option better? In short, no—you need to see which is best for your specific company & sales goals.

Embedding Images in Emails: Boosts CTR or Kills Deliverability?

Erkki Muuga — Mon, 17 Apr 2023 12:55:59 +0000

Effective email marketing is key to enhancing customer engagement—and closing deals. Discover how to create visually-appealing messages that stand out.

Cold Calling: How to Respond to Prospects Who Say "I Don't Have Time"?

Steli Efti — Mon, 17 Apr 2023 09:06:00 +0000

Not sure how to respond when prospects "dont' have time"? Here's what to say next if you want to close the deal.

15 Best Email Extractors: Collect Valid Emails Instantly

Steli Efti — Thu, 13 Apr 2023 17:02:00 +0000

Ready to supercharge your lead generation efforts? Invest in an email extractor tool. These are the 13 best ones on the market in 2023.

You're Tracking These 7 Value Metrics, Right?

Jacob Thomas — Thu, 13 Apr 2023 12:55:27 +0000

You need value metrics if you own or work for a SaaS company. In this article, I explain what they are, why they're important, and 7 to track ASAP.

Sales Engagement: What, Why, and How + 7 Tools That Can Help

Amy Copadis — Wed, 12 Apr 2023 06:00:00 +0000

Sales engagement is the strategies and processes your sales team uses each time they interact with prospects–from first contact to closing the deal.

How to Identify Internal Champions to Close More Deals in B2B

Steli Efti — Tue, 11 Apr 2023 15:00:00 +0000

An internal champion is an employee at your prospect’s organization who’s also a passionate ambassador for your product. Developing internal champions has the following benefits in a B2B sales environment...

11 Tips to Generate Better Real Estate Leads

Anna Hunyadi — Tue, 11 Apr 2023 00:05:10 +0000

Real estate lead generation is a real challenge. Learn repeatable, effective strategies to find quality real estate leads + boost your career.

How to Get Past the Gatekeeper When Cold Calling: 6 Proven Strategies

Steli Efti — Tue, 11 Apr 2023 00:00:00 +0000

Want to know how to get past the gatekeeper? Don't stress! Do your research, provide value, and show them respect. (More tips inside!)

Cold Calling? Here’s Why Your Tonality Matters for Sales Calls

Steli Efti — Mon, 10 Apr 2023 12:55:00 +0000

What you say in a pitch will not matter if it’s said unconvincingly. Here’s how to master tonality in sales to better engage prospects and close more deals.

How to Use a Mutual Action Plan to Close More Deals (+ Free Template)

Kimberlee Meier — Mon, 10 Apr 2023 07:15:23 +0000

A mutual action plan sets out clear milestones for all the stakeholders in a deal. Learn what your MAP should include & how to use in in the sales process.

What Is Lead Management? Definition, Tips, and Tools

Ali Faagba — Fri, 07 Apr 2023 12:55:46 +0000

Looking to improve your lead management process? Our comprehensive article covers everything from lead generation to lead nurturing & conversion.

18 Proven Strategies to Overcome Price Objections (from the Experts)

Steli Efti — Tue, 04 Apr 2023 09:23:00 +0000

Facing a price objection? Remember—it’s not always about the price. Learn 18 strategies used by sales professionals to overcome price objections & win deals.

9 Monday CRM Alternatives for Effective Sales Management

Victor Ijidola — Tue, 04 Apr 2023 07:06:27 +0000

Need a Monday CRM alternative with automation, task management, and sales workflows? Check this list of monday.com alternatives for small businesses.

Conversational Selling: How to Build Relationships and Drive Revenue for B2B

Ryan Robinson — Mon, 03 Apr 2023 21:25:31 +0000

Have you heard of conversational selling? Learn how this strategy can help you connect with more prospects and close more deals for your B2B company.

5 Ways to Improve Your Sales Automation Process

Yauhen Zaremba — Mon, 03 Apr 2023 17:33:25 +0000

Sales automation is the future of sales–but are you making the most of it? Here are 5 tips to improve your automation process.

The 15 Best Sales Methodologies to Drive Growth

Steli Efti — Fri, 31 Mar 2023 07:00:41 +0000

Which sales methodology is right for your sales team? Check out the 15 most popular methods, then learn how to create your own in this article!

The Complete Guide to SMS Sales: How Text Messages Can Help B2B Sales Teams Close Deals

Jacob Thomas — Thu, 30 Mar 2023 18:24:00 +0000

Ready to branch out from cold calling and cold emailing? Here's what you need to know about SMS sales strategies--including how to implement it for your brand.

Does Cold Calling Work in Real Estate?

Steli Efti — Wed, 29 Mar 2023 07:50:00 +0000

Realtors that use cold calling are some of the highest paid and most successful due to connecting with quality leads. It's time to start cold calling.

How to Build a CRM Business Case: 7 Tips to Help You Succeed + Free Template

Jacob Thomas — Wed, 29 Mar 2023 06:49:51 +0000

You know you need a CRM, but you still need to convince your boss. A CRM business case can help. Learn how to build one in this article.

The Art of the Customer Visit: How to Plan One + Why You Should

Steli Efti — Mon, 27 Mar 2023 10:52:00 +0000

When was the last time you visited a customer? Customer visits might seem extravagant and unnecessary on the surface. Why not just get on a call with your customers? Or email them? You could just send them a survey, or even dig into your product analytics to surface insights.

Enterprise Sales Guide: Process, Sales Cycle, Strategies & More

Steli Efti — Mon, 27 Mar 2023 08:06:00 +0000

Enterprise sales is the sales process you use to sell to large companies. Learn strategy tips for enterprise sales and how to get started.

How to Use a Customer Journey Map to Boost Your Sales Team’s Performance

Ali Faagba — Thu, 23 Mar 2023 12:55:37 +0000

Customers nowadays prefer to go with businesses that deliver great customer experiences. This guide covers how to use a customer journey map to create the best CX.

5 Best CRMs for Customer Success Teams

Victor Ijidola — Wed, 22 Mar 2023 00:05:02 +0000

Looking for a CRM for your customer success team? Learn how CRMs for customer success differ, plus 5 great options.

Sales and Marketing Alignment: 8 Proven Strategies to Increase Collaboration and Drive Revenue

Chintan Zalani — Tue, 21 Mar 2023 19:39:37 +0000

Sales and marketing alignment involves integrating workflows, creating shared goals, and strategy for sales and marketing teams. Here are eight strategies to unify them.

Tire Kickers in Sales: 10 Ways to Spot Them Quickly + 7 Methods to Avoid Them

Steli Efti — Mon, 20 Mar 2023 15:10:00 +0000

Tire kickers often have similar issues—they’re not ready to purchase now, they’re only looking for a deal, or they’re ignorant of the purchase process. Don’t worry: there are fast ways to identify tire kickers and get them out of your sales pipeline.

19 Best Email Checker Tools: Verify Your Email Lists for Authenticity

Steli Efti — Mon, 20 Mar 2023 08:00:00 +0000

Maximize the value of your lead lists with an email checker tool. It'll translate to significantly increased email delivery, open, and response rates as part of your outreach and marketing campaigns, helping your sales team connect with prospects more effectively.

7+ High-Pressure Sales Tactics to Avoid (And What To Do Instead)

Victor Ijidola — Mon, 20 Mar 2023 00:05:09 +0000

High-pressure sales tactics can have a detrimental effect on your business. Learn about the danger of high-pressure selling + what to do instead.

16 RocketReach Alternatives You Can Use to Generate Quality Leads

Steli Efti — Fri, 17 Mar 2023 12:55:00 +0000

Learn about the best alternatives to RocketReach to find emails, phone numbers, and other contact details to help you build business relationships and generate leads.

7 Tips to Build Confidence in Sales & Close More Deals

Steli Efti — Thu, 16 Mar 2023 15:00:00 +0000

The one thing most beginning salespeople lack more than anything is the ability to sell with confidence. Being able to confidently deliver your pitch and answer the prospect's objections is one of the most important skills to master on your way to becoming a sales pro.

Effective Sales Presentations: 11 Tips to Win Deals + Templates

Steli Efti — Thu, 16 Mar 2023 05:00:00 +0000

Effective sales presentations are relevant and personalized to the prospect. Learn 11 top tips, plus get our sales presentation templates.

Inbound Sales: Top Strategies, Technology, and Tips to Boost Your Sales Process

Amy Copadis — Thu, 16 Mar 2023 00:05:31 +0000

What is inbound sales and how is it important to your sales cycle and business profits? Find out here, with tips and tricks galore.

BASHO Emails: How to Get Responses from Decision Makers

Steli Efti — Thu, 16 Mar 2023 00:05:00 +0000

Want to reach the unreachable? Learn how to build a BASHO email strategy and send cold emails that get responses from decision-makers.

SaaS Sales: 9 Proven Strategies to Close Enterprise Deals

Steli Efti — Wed, 15 Mar 2023 06:11:00 +0000

A successful SaaS enterprise sales requires you to understand your prospects’ processes and problems. See 9 proven ways to close more high-value deals.

Find Success with a Sales Mentor: Benefits, Where to Find One, & Expert Tips

Sarah Wisbey — Wed, 15 Mar 2023 00:05:18 +0000

A sales mentor provides guidance, support, and feedback to help you reach your goals. Discover top sales tips from our own mentors!

How to Build a Powerful Sales Enablement Deck in 5 Simple Steps

Amy Copadis — Tue, 14 Mar 2023 00:05:21 +0000

Learn how to create a sales enablement deck your reps will use. Find out the steps required to create your deck and some examples to inspire you.

How a Sales CRM Can Explode Business Growth

Jacob Thomas — Mon, 13 Mar 2023 00:05:17 +0000

A sales CRM can explode your business growth. Learn how it can help you generate leads, keep your team organized, and automate tasks.

The Winning Cold Email Follow-up Plan for Sales Teams

Steli Efti — Fri, 10 Mar 2023 15:11:00 +0000

You work hard to generate leads for your sales pipeline by sending out cold emails. But your cold prospects don't respond. Do you know what the best follow-up strategy is?

12 Best Sales Meeting Ideas and Top Themes to Inspire Your Team

Amy Copadis — Thu, 09 Mar 2023 07:37:00 +0000

Running out of sales meeting ideas? Why not invite a customer to join, have a career goals discussion, or play a sales training game? Learn more sales meeting ideas & themes to motivate your team.

Management by Objectives: How the MBO Model Can Help Your Sales Team Succeed

Jacob Thomas — Thu, 09 Mar 2023 00:05:30 +0000

Management by objectives, or MBO, is a strategy that can help sales managers improve rep engagement, increase transparency, and ultimately lead their sales team to success.

How to Close More Deals with Sales and Marketing Automation

Jessica Malnik — Tue, 07 Mar 2023 13:55:46 +0000

Together, sales and marketing automation can help your team close more deals. Learn how ->

4 Tactics to Improve Your Sales Calls and Crush Quota

Josh Centers — Mon, 06 Mar 2023 17:24:33 +0000

Social media outlets like LinkedIn are the hot talk of sales, but when you want the sale, a phone call is still the way to go. We have four expert sales techniques that will boost your sales conversations, make you more productive, and reduce the need for follow-up calls. Don’

Get More Referral Sales: Tips and Templates to Increase High-Quality Leads

Steli Efti — Mon, 06 Mar 2023 00:05:00 +0000

Your existing customers are the best source of NEW customers. Learn how to do referral sales and get more high-quality leads in your pipeline.

How to Create a Sales Plan: Tips, Examples & Free Sales Plan Template

Ryan Robinson — Fri, 03 Mar 2023 08:27:00 +0000

Your sales plan is the who, what, why, when and how to hit your sales goals. Learn how to create a sales plan template, see examples and get tips to improve your sales strategies.

Sales Support: The Key To Taking Your Sales Team From Good to Great

Danielle Antosz — Thu, 02 Mar 2023 15:05:52 +0000

Sales support are the people and process that help your sales team focus on closing deals. Here's how it can help your business grow.

Stress in Sales: How to Deal With The Never-Ending Pressure

Steli Efti — Thu, 02 Mar 2023 12:55:00 +0000

Are your numbers down? Are you drowning in the daily stress of a high-pressure sales job? Here are 8 tips to reduce stress--and hit your quotas.

Sales Assessment Tests: What to Expect + How to Prepare

Steli Efti — Thu, 02 Mar 2023 09:24:00 +0000

Looking to land a new sales role? This sales assessment test guide will help you show you're the right person for the job!

11 Best Sales Dialers to Increase Calling Efficiency

Steli Efti — Wed, 01 Mar 2023 00:05:00 +0000

A sales dialer can save your team enormous amounts of time, while helping your team boost conversion rates + minimize human error.

11 Exciting Cold Calling Alternatives to Bring in New Business

Amy Copadis — Tue, 28 Feb 2023 00:05:22 +0000

Want to avoid cold calling? These 11 amazing alternatives to cold calling will help you bring in business and close more deals this year.

10 Tips to Shorten the Sales Cycle, and the #1 Hack to Close Deals Faster

Steli Efti — Fri, 24 Feb 2023 11:44:00 +0000

B2B buying cycles are long -- sometimes 6 months or longer But there are ways to fast-forward this process and close even large deals in less time.

Sales Funnel Report: The Key To Tracking Your Sales Efforts and Plugging Leaks

Steli Efti — Thu, 23 Feb 2023 00:05:38 +0000

A sales funnel report tracks the success (or failure) of each stage of your sales pipeline. Learn how to build your own sales funnel report.

6 CRM Implementation Mistakes and How to Avoid Them

Steli Efti — Tue, 21 Feb 2023 00:05:37 +0000

Wondering how to avoid the top CRM implementation mistakes? Here are six of the most common, and the best ways to avoid them.

How to Get Into Enterprise Sales: Skill Sets, Transitioning Tips & More

Amy Copadis — Mon, 20 Feb 2023 00:05:06 +0000

Curious how to get into enterprise sales and run with the big dogs? Here’s a comprehensive guide on skill sets, tips for transitioning, and more.

SaaS Churn Rate: No-BS Guide to Understanding and Reducing Churn

Steli Efti — Thu, 16 Feb 2023 15:00:00 +0000

Churn measures the ultimate failure in SaaS—all of the customers who tried out your product and decided it isn’t worth paying for.

9 Sales Commission Structures (How to Pick the Best for Your Team)

Graham Collins — Thu, 16 Feb 2023 00:05:00 +0000

Learn the various sales commission structures to consider, best practices, and three sales commission structures that we've seen work.

Inbound Sales Strategies: 6 Strategies to Attract + Close More Deals

Victor Ijidola — Wed, 15 Feb 2023 15:12:50 +0000

Inbound sales brings leads to your door--no need for cold calls or awkward emails. Here's how to make it work for your sales team.

18 (Non-Cheesy) Sales Quotes to Motivate Your B2B Sales Team

Amy Copadis — Wed, 15 Feb 2023 12:55:00 +0000

It takes a winning attitude to be successful in sales. Get yourself fired up with fierce determination, with these sales success quotes.

The Power of Pricing: How to Create a Pricing Strategy that Drives Profits (+Examples)

Cody Arsenault — Tue, 14 Feb 2023 17:03:00 +0000

Pricing strategies range from competitive pricing, psychological strategies, value-based pricing, and more. Learn proven pricing strategies + examples.

Top 5 Sales Management Training Programs

Danielle Antosz — Tue, 14 Feb 2023 15:34:29 +0000

Looking to take your sales career to the next level? Here are the top 5 sales management training programs to get you there.

25 Sales Email Tips to Crush Your Quota (+ Templates)

Steli Efti — Tue, 14 Feb 2023 00:05:00 +0000

Looking to boost your open and reply rates? Here are our best sales email tips for 2023.

Improve Your Sales Process: Do's and Don'ts

Danielle Antosz — Mon, 13 Feb 2023 10:23:05 +0000

The right sales process can make or break your company. The right sales process, or set of steps that moves your prospect through your sales funnel, can lead to a shorter sales cycle, lower churn, and higher profits.

Video Prospecting: A Simple Framework to Close More Deals

Katherine Caldwell — Fri, 10 Feb 2023 00:05:43 +0000

Imagine a day in the life of your most prized prospect. They most likely receive multiple cold calls a day and upwards of a dozen sales emails. Ignore. Delete. Until your prospecting video lands in their inbox...

HubSpot Free CRM Limitations & How to Overcome Them

Steli Efti — Thu, 09 Feb 2023 00:05:00 +0000

What limitations of HubSpot's free CRM should you be aware of? This 2023 guide will help you find out why it might be a good (or bad) CRM choice for you.

Sales Enablement: What is it, and How Does it Work?

Steli Efti — Tue, 07 Feb 2023 13:55:00 +0000

Sales enablement isn’t just another buzzword: it’s a real strategy that more and more businesses are using.

Top Sales Leaders Share 30+ Pieces of Sales Advice for 2024

Steli Efti — Tue, 07 Feb 2023 10:00:00 +0000

Ready to boost your results this quarter? Learn essential sales advice from today's top sales leaders, including Jill Konrath, Noah Kagan + more!

What Is Outbound Sales? Top Strategies, Tools, and Tips

Steli Efti — Mon, 06 Feb 2023 08:23:00 +0000

Outbound sales is a powerful strategy to connect with leads and drive revenue. Here's how to get it right.

How to Increase B2B Sales: 10 Proven Strategies That Work

Danielle Antosz — Sat, 04 Feb 2023 15:44:00 +0000

Struggling to drive B2B sales? Try these 10 strategies to drive revenue and increase your bottom line.

What is a Sales Invoice? 11 Free Templates, Examples & Types

Danielle Antosz — Fri, 03 Feb 2023 13:45:06 +0000

Sales invoices aren't just good for getting paid. They have other purposes like accurately measuring and monitoring cash flow. This guide will help your team understand the importance of sales invoices and provide several templates for

Best Sales Methodology for SaaS: 5 Sales Models to Drive Long-Term Growth

Steli Efti — Thu, 02 Feb 2023 12:55:00 +0000

Your perfect sales model is as unique as your sales team and target market. To choose the best sales methodology for SaaS, find a model that includes key stages like developing a strong inbound process, qualifying and relentlessly following up, and building personalized demos that prove value.

Sales Demo Next Steps: How to Progress Deals Post-Demo

Rory Sadler — Wed, 01 Feb 2023 08:02:04 +0000

So, you crushed your SaaS sales demo and want to close the deal. Learn next steps and how to follow up after the product demo.

How to Create an Effective Sales Incentives Program

Steli Efti — Wed, 01 Feb 2023 07:55:00 +0000

Sales incentives can give your reps an extra boost to reach their goals. Learn 10 creative sales incentive ideas and tiips to build an incentive program that actually motivates your team.

The Definitive Guide to Sales Territory Planning & Management

Steli Efti — Wed, 01 Feb 2023 00:05:56 +0000

Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.

Pipedrive Alternatives: What is the Best CRM For Sales Teams?

Jacob Thomas — Mon, 30 Jan 2023 11:20:04 +0000

You're looking for the best CRM platform—the one that will suit all of your business needs and supercharge your sales pipeline. The question is, does Pipedrive fit the bill?

How to Announce a Price Increase (Without Tanking Your Sales)

Steli Efti — Wed, 25 Jan 2023 18:49:00 +0000

Want to increase prices but are afraid of customer backlash? Here's how to update your pricing and keep your customers happy.

Letter of Intent (LOI) Hack: Get a Template That’ll Close Deals Faster

Steli Efti — Mon, 23 Jan 2023 00:05:00 +0000

Why work harder when you can work smarter? Here’s a series of LOI sample letters and templates you can use to get your deals finalized faster.

Sales Operations 101: Examples, Metrics, Roles & More

Steli Efti — Fri, 20 Jan 2023 08:30:00 +0000

Sales operations help your sales team close deals faster by streamlining sales processes, building compensation plans, analyzing data & more.

How to Level Up Your Social Selling Strategy

Vlad Oleksiienko — Thu, 19 Jan 2023 13:37:14 +0000

Social media is rapidly changing how prospective buyers and salespeople communicate. Learn how to take your social selling strategy to the next level.

8 Best Sales Email Calls-to-Action (CTAs) to Use: Examples & Free Templates

Steli Efti — Wed, 18 Jan 2023 12:55:00 +0000

Sending a cold email is like stepping into the ring with your prospect. You might throw a few good punches and win their attention in the first round. But if you don’t keep fighting to the very end, you’re ultimately going to lose.

How to Get Bookkeeping Clients: 11 Places Where Accounting Leads Are Hiding

Amy Copadis — Wed, 18 Jan 2023 08:55:00 +0000

Feeling stuck for places to find accounting leads? How can you get new accounting clients and sell your services more effectively? Learn 10 pro tips to boost your accounting sales.

Sales Management Job Description (Templates & Advice) in 2024

Steli Efti — Wed, 18 Jan 2023 00:05:18 +0000

Learn how to craft the perfect sales manager job description, conduct effective interviews, and identify key skills for successful sales leadership.

How to Sell SaaS: 9 Tips for Startup Sales Success

Steli Efti — Mon, 16 Jan 2023 15:00:00 +0000

At Close, we know how to sell SaaS. We began as Elastic, Inc., an outsourced sales solution for Silicon Valley startups. After we developed Close for internal use, we pivoted and began to sell our inside sales software to SaaS sales teams.

How Sales Lead Tracking Software Will Boost Your Sales Game

Steli Efti — Mon, 16 Jan 2023 00:40:00 +0000

How does lead management work, and what should you look for in sales lead management software? Here’s your complete rundown.

9 Ways to Use LinkedIn to Boost B2B Sales (Social Selling)

Amy Copadis — Mon, 16 Jan 2023 00:05:06 +0000

LinkedIn is one of the world’s most powerful B2B tools, and if you’re not already using it, you’re behind. Here’s how to leverage it!

How to Write a Sales Management Resume: Examples & Templates

Steli Efti — Fri, 13 Jan 2023 18:23:38 +0000

Your sales manager application needs to stand out among hundreds of applicants. Learn how to sell yourself better with a killer resume with these tips!

6 Best CRMs for Accountants, Bookkeepers, and Tax Professionals (+ Why You Need One)

Jacob Thomas — Thu, 12 Jan 2023 16:16:01 +0000

How do you choose the right CRM for your accounting firm, tax office, or bookkeeping business? Here are the ins and outs of the top 6 CRM for accountants.

11 Sales Email Templates for Better Outreach: Subject Lines, Calls to Action & Follow-up Advice for Sales Teams

Steli Efti — Thu, 12 Jan 2023 12:00:00 +0000

Looking for CRM-ready sales email templates that move sales conversations forward? These proven templates will help you lose more deals.

11 Best CRMs for Nonprofits (Fundraising): Reviews, Pricing & Comparisons

Steli Efti — Thu, 12 Jan 2023 11:28:22 +0000

A CRM for nonprofits should help you keep track of donor information, set up fundraising, and easily store info. See 11 of today's top nonprofit CRMs.

12 Time Management Strategies for Sales Reps in 2024

Steli Efti — Wed, 11 Jan 2023 16:00:00 +0000

You can't add more time, but you can use time more efficiently. Learn proven sales time management tips that will improve efficiency and close more deals.

How Increasing the Diversity of Your Sales Team Improves Your Bottom Line

Nicholas Rubright — Wed, 11 Jan 2023 13:50:23 +0000

A more diverse sales team isn't just good for your image; it can also help your bottom line. Bringing in other views helps your team become more productive and successful.

How to Leverage Service Partners to Close More Deals

James Urie — Tue, 10 Jan 2023 15:42:51 +0000

Over the past several years as the sales partnership manager at Close, I’ve helped turn our service partners from teams we work with into win-win-win partnerships. Here's how you can do the same.

What is Incremental Sales? Definition, Formula & Best Practices

Steli Efti — Mon, 09 Jan 2023 00:05:32 +0000

Learn everything you need to know about incremental sales, including key factors, variables, and best practices to grow your revenue.

How Long Should Your SaaS Trial Be?

Steli Efti — Mon, 02 Jan 2023 10:27:00 +0000

Figuring out the optimal length for your trial is important. Yet most SaaS startups offer way too long trials. Here are 3 reasons to shorten your trial now.

9 Sales Productivity Tips to Blast Through Sales Deficiency

Ryan Robinson — Wed, 21 Dec 2022 12:55:00 +0000

Sales productivity can be a pretty nebulous term. It’s an expression that’s taken on various different roles, definitions and interpretations over the years as new tools, methodologies, and techniques come to redefine modern selling with increasing regularity.

10 Top Cold Email Mistakes Sales Reps Make (and What To Do Instead)

Jacob Thomas — Tue, 20 Dec 2022 08:00:00 +0000

Are you struggling to succeed with cold emailing? These cold email mistakes could be holding you back.

What is CRM Integration? Strategies and Examples to Improve Sales Productivity

Chris Bournelis — Wed, 14 Dec 2022 12:57:26 +0000

Apps are supposed to help us be more productive, but they can also hold us back. Here's how CRM integrations can help your sales team work faster and smarter.

12 Sales Blogs You Should Read Every Day

Amy Copadis — Wed, 14 Dec 2022 08:55:00 +0000

Want to improve your sales career? Here are the top sales blogs to keep learning: 1. Sales Hacker 2. Close.com 3. Sales Gravy 4. SalesFolk

What is Sales Volume Variance? (Definition, Formula & Examples)

Danielle Antosz — Tue, 13 Dec 2022 19:19:30 +0000

Sales volume variance (SVV) is an important metric for both campaigns and individual products. Here's how to calculate it for your business.

What Is the Sales Automation Process? Guide, Examples & Tools (CRM & More)

Danielle Antosz — Mon, 12 Dec 2022 17:54:21 +0000

Want to work faster and smarter? Here's how the sales automation process can take your team to the next level.

Customer Pain Points: What They Are + How They Can Help Drive B2B Sales

Steli Efti — Sun, 11 Dec 2022 12:55:00 +0000

For B2B sales teams, understanding customer pain points can be the difference between closing the deal or not. Get your team ready by talking to customers, learning from their feedback, diving into social, and using chatbots to validate your ideas.

Ultimate Guide to Sales Forecasting: Using Sales Data to Level Up Your Sales Team

Chintan Zalani — Fri, 09 Dec 2022 12:40:00 +0000

Accurate sales forecasts give you the ability to make smarter, better-informed decisions. In this article, we take a look at what sales forecasting is and how to improve your accuracy.

Sales Performance Reviews: How to Make Yours More Valuable for Sales Managers + Reps

Anna Hunyadi — Thu, 08 Dec 2022 15:42:00 +0000

Want to help your sales team crush their targets? Learn how to conduct meaningful, growth-focused sales performance reviews.

5 Best Times (and Days) to Send Sales Emails: For Highest Open Rates, Click-Throughs & Conversions

Danielle Antosz — Thu, 08 Dec 2022 15:15:58 +0000

There's no single best time to send a sales email. The right time always depends on your demographics and industry.

What is a Sales Promotion? Tips and Examples to Close More Deals

Jacob Thomas — Wed, 07 Dec 2022 00:05:03 +0000

All the cool kids are running sales promotions. Should you? Let's see the different types of sales promos (+ examples!) and 5 strategies to use.

ERP vs CRM: Do You Know the Difference?

Zuzana Hudecova — Tue, 06 Dec 2022 17:27:54 +0000

Not sure if an ERP or CRM is right for your business? Here's how the tools differ--and how to choose which one is right for your business.

What is a Unique Selling Proposition? 5 Examples of USPs in Sales

Derek Vervoorn — Mon, 05 Dec 2022 14:56:34 +0000

If you want to succeed, your business needs to stand out. That's where a unique selling proposition comes in. Here's how to create yours.

Create the Ultimate Inbound Sales Script: Templates & Tips

Steli Efti — Mon, 05 Dec 2022 05:23:00 +0000

A prospect signed up for your product’s trial. But will they become your customer? Here’s an inbound sales call script to sweep your leads off their feet!

How to Conduct a Value Chain Analysis: Guide, Strategies, Examples

Danielle Antosz — Fri, 02 Dec 2022 15:25:58 +0000

Does a value chain analysis sound like a bunch of boring jargon? Here's why its crucial to your business.

How to Help You Sales Team Meet Their Sales Quota Every Single Time

Steli Efti — Fri, 02 Dec 2022 13:55:00 +0000

Is your team reaching its sales quota goals? If not, now is the time to make changes. Get tips, strategies, and templates to nail your sales quota every time.

How to Outsource Cold Calling—Your Ultimate Guide

Steli Efti — Fri, 02 Dec 2022 10:16:00 +0000

Deciding whether to outsource cold calling isn't easy. Learn the pros and cons of outsourcing, along with key factors that can help determine if your company is a good candidate.

38 Top CRM KPIs & Metrics to Track (and Measure Sales Success)

Amy Copadis — Thu, 01 Dec 2022 12:09:29 +0000

Which CRM KPIs do YOU need to track? Learn why sales execs should track MRR, ARR, & churn, plus how to track rep activity for better forecasting & coaching.

Account Mapping: Why You Need to Chart Prospect Companies

Steli Efti — Wed, 30 Nov 2022 12:55:00 +0000

In today's complex buying environment, account mapping can improve conversion rates and save you time. Here's how to use it.

How to Fix a Leaky Sales Funnel

Adela Belin — Wed, 30 Nov 2022 12:55:00 +0000

A leaky sales funnel wastes time and money. Here's how to improve your conversion rates by plugging those pesky funnel leaks.

ARR vs ACV: Differences in Metrics & Formulas (Annual Contract Value vs Annual Recurring Revenue) for SaaS

Nick Persico — Tue, 29 Nov 2022 10:05:49 +0000

You may already know that Annual Recurring Revenue (ARR) and Annual Contract Value (ACV) are both revenue-related metrics, but they're not interchangeable. I see them tossed around board rooms and exec team meetings all the time, but I don’t see many companies truly leveraging these statistics to

90+ Sales Terms Explained: The Ultimate Sales Glossary

Victor Ijidola — Tue, 29 Nov 2022 00:05:15 +0000

Sales reps—want to boost your knowledge? Learn over 90 essential sales terms and how you can use them in this in-depth sales glossary.

How to Create Sales Documentation: Guide, Examples & Free Template

Yauhen Zaremba — Mon, 28 Nov 2022 11:00:00 +0000

Sales documentation is often overlooked and under-utilized. Follow this guide to prepare and implement sales documents at every stage of the sales funnel.

11 Ultimate Sales Funnel Examples That Convert Like Crazy

Steli Efti — Fri, 25 Nov 2022 00:55:00 +0000

We’ve reviewed how eleven different businesses use sales funnels to close more deals, and how you can do the same to boost team effectiveness and revenue.

Ultimate Guide to Sales Emails: How to Write Sales Emails That Convert

Ryan Robinson — Tue, 22 Nov 2022 14:51:00 +0000

Want to make sure people read your sales emails? Learn how to craft the perfect subject line, build an irresistible pitch, and choose a CTA that will convert.

What is Social Selling? (A Guide for Pros and Beginners)

Victor Ijidola — Tue, 22 Nov 2022 13:01:17 +0000

Social selling is a great way for reps to boost their network, build relationships with prospects, and grow revenue for the team. Learn how to make it work + mistakes to avoid.

7 Sales Persuasion Techniques Your Sales Materials Need

Chris Hardy — Thu, 17 Nov 2022 13:51:46 +0000

Use these simple sales persuasion strategies to increase your close rates.

14 Steps for Email Warm Up (Before Sending Cold Emails)

Ruari Baker — Fri, 11 Nov 2022 15:55:02 +0000

When cold email open rates are low, you might wonder if it's due to subject lines – or are other factors at play? Like emails landing in spam.

Lead vs Prospect vs Opportunity: Sales Opportunity Guide

Amy Copadis — Mon, 07 Nov 2022 11:09:39 +0000

Understanding the distinction between a lead and a prospect is key to making sales and driving business growth. Here’s your handy primer!

What’s the Buyer’s Journey? And How It’s Changed Over Time

Victor Ijidola — Mon, 31 Oct 2022 14:24:37 +0000

The buyer's journey has changed. Here's how those changes impact your sales strategies.

18 Steps to a Successful Discovery Call + Free Discovery Call Checklist

Steli Efti — Fri, 28 Oct 2022 08:21:00 +0000

Discovery calls can sometimes seem like just one extra step that slows down your time to close. But, what exactly is involved in an effective discovery call? How is it related to qualification? And how do you run a discovery call that works?

How to Write a Sales Cover Letter (Examples & Templates) for All Sales Positions

Amy Copadis — Fri, 28 Oct 2022 05:53:01 +0000

Wondering how to write a sales cover letter that can land your dream sales position? Here’s a crash course in getting attention from hiring managers.

How to Create an Ideal Customer Profile for B2B Leads (ICP Guide)

Chintan Zalani — Tue, 25 Oct 2022 06:00:00 +0000

Who are you selling to? Your ICP helps align sales and marketing to generate high-quality leads that actually convert. Here's how to create yours.

12 Sales Negotiation Strategies & Skills For Your Team to Win

Amy Copadis — Tue, 18 Oct 2022 16:32:00 +0000

A great sales negotiation leaves both parties happy. Learn how to take control of the process and close more deals.

How to Get Phone Numbers for Cold Calling (6 Smart Ways)

Danielle Antosz — Mon, 17 Oct 2022 08:59:15 +0000

Not sure how to find phone numbers for B2B cold calling? Don’t buy a list! Instead, use these tips to track down cell numbers of decision-makers in your target audience

4 Factors to Qualify Prospects (With a Proven Qualification Process for Salespeople)

Steli Efti — Fri, 14 Oct 2022 05:56:00 +0000

Qualifying prospects involves evaluating your leads against your ideal customers. Learn how to do it and the characteristics of a good lead qualification process.

How Chatbots Can Help You Drive More Sales

Ian Loew — Mon, 10 Oct 2022 10:22:49 +0000

This is just a brief overview of how chatbots can help you drive more sales. You can use them to automate your sales chatbot and to improve the customer experience.

10 Best Real Estate Cold Calling Scripts for Real Estate Agents

Amy Copadis — Wed, 05 Oct 2022 16:41:00 +0000

Want to take your real estate cold calls up a notch? Here's 10 scripts you can customize to fit your business.

7 Benefits of a Business Phone System for Your Business

Sam Molony — Tue, 04 Oct 2022 10:44:00 +0000

Having a business phone system improves the efficiency of your communication, increases your company's image, and saves you money.

Is Cold Calling Legal? B2B Cold Calling Laws & Regulations

Steli Efti — Tue, 04 Oct 2022 08:48:26 +0000

What are the laws and regulations for cold calling? Know the laws you need to follow with b2b sales calls and how to still be effective.

Sales Management Process Guide: Get Better Sales Team Performance (+ Real Strategies)

Danielle Antosz — Thu, 29 Sep 2022 11:10:49 +0000

What is the sales management process and why is it critical to the success of any company? Here's everything you need to know.

6 Ways Customer Support Agents Can Help Shorten Your Sales Cycle

Syed Balkhi — Thu, 29 Sep 2022 10:36:00 +0000

Customer support can help shorten your sales cycle by overcoming objections, gathering feedback, and more.

Do I Need A CRM System? 11 Compelling Reasons Why You Do

Ryan Robinson — Tue, 27 Sep 2022 14:29:51 +0000

Tired of complicated spreadsheets and losing prospects because you can't keep up? You might need a CRM.

How to Build a Cold Calling List: Techniques, Tips & Why You Shouldn't Buy Call Lists

Nick Persico — Mon, 26 Sep 2022 17:05:29 +0000

Are people still cold calling? Yes, because it works. Here's how to build a cold calling list that'll have your sales team closing more deals.

Cold Calling vs Warm Calling: What's the Difference? (And How to Do Both)

Danielle Antosz — Fri, 23 Sep 2022 16:35:22 +0000

Ah, cold calling vs warm calling. Cold calling is dialing prospects who've never heard of you, while warm calling is reaching out to people who have heard of you.

What’s the Difference Between SMB vs Mid-Market vs Enterprise Sales? Guide & Examples

Steli Efti — Fri, 16 Sep 2022 00:10:00 +0000

SMB vs mid-market vs enterprise sales—should you be going after small fish or whales? Learn how enterprise sales is different from SMB or mid-market sales & how to choose the right market.

How to Run Sales Meetings: Topics, Agenda Template & Ideas

Steli Efti — Fri, 16 Sep 2022 00:05:00 +0000

The purpose of sales meetings is to motivate and equip your team to do their best work. Learn how to prepare, structure, and run an effective sales meeting.

What is Lead Scoring & How to Successfully Use Lead Scoring Models

Chintan Zalani — Thu, 15 Sep 2022 10:45:16 +0000

Lead scoring is assigning values to your leads to indicate their conversion probability. Learn how to create a robust model around it.

Sales Metrics Guide: Which KPIs to Track, Why & How (to Create High-Performing Sales Teams)

Steli Efti — Thu, 08 Sep 2022 00:05:00 +0000

Data analysis is key to building great sales teams. Here are the sales metrics top sales managers and salespeople use to drive record-breaking results.

15 Sales Training Techniques to Build an Unstoppable Sales Team

Ryan Robinson — Mon, 05 Sep 2022 00:55:00 +0000

Master this set of 15 sales training techniques to improve sales, communication, and client retention. Updated for 2022.

30 Killer B2B Sales Questions to Close More Deals

Steli Efti — Thu, 01 Sep 2022 00:05:00 +0000

High-performing sales reps all tend to share the successful skill of active listening. These key sales questions will have your leads talking themselves into saying yes!

Software Sales Salary & Commission Structures Explained: Ranges, Averages & How Much Reps Make

Chintan Zalani — Thu, 25 Aug 2022 10:51:32 +0000

The average software sales salary starts under $40k, but has lucrative commissions. Read the article to find how quickly you can earn six figures in SaaS sales.

How to List Cold Calling Skills on Your Resume (Free Templates)

Nick Persico — Thu, 18 Aug 2022 09:47:08 +0000

Learn the benefits of prominently listing cold calling on your resume, and how to do it in a way that hiring managers will take notice + free resume templates.

How to Use an Affiliate Program to Increase Sales (and Acquire More Leads)

Sam Hops — Tue, 16 Aug 2022 00:04:00 +0000

An affiliate program allows you to tap into an enthusiastic audience about your product or service and gain access to new leads.

10 Strategies to Generate Sales Leads Without Cold Calling

Steli Efti — Fri, 12 Aug 2022 01:05:49 +0000

Wondering how to generate sales leads without cold calling? Here are 10 strategies to find potential customers without picking up the phone.

5 Benefits of Marketing Automation for B2B Businesses

David Ly Khim — Fri, 12 Aug 2022 00:05:54 +0000

B2B marketing automation makes your life easier as a marketer. Learn how automation can get you better leads, improved follow-ups and workflows, and more.

6 Social Media Lead Generation Strategies You Should Watch Out For

Owen Baker — Fri, 12 Aug 2022 00:05:22 +0000

Learn some of the best social media lead generation strategies, including quizzes, targeted ads, referral campaigns, and more.

Customer Loyalty in the Era of Unlimited Choices: How to Build & Maintain It

Natasha Lane — Fri, 05 Aug 2022 06:59:20 +0000

Customer loyalty is much harder to build when customers have nearly unlimited choices. Learn about the current state of customer loyalty, plus how to build & maintain it.

What’s Better, Cold Calling or Cold Emailing?

Steli Efti — Mon, 01 Aug 2022 08:15:07 +0000

We’ve broken down the pros, cons, and overall effectiveness of both cold calling and cold emailing, so you can take your outreach to the next level.

Why is Cold Calling Called Cold Calling? Term Origin & History

Steli Efti — Fri, 29 Jul 2022 08:36:32 +0000

Cold calling is a lead generation technique used by salespeople to prospect for new business. Learn what cold leads are and how to nurture them.

8 Steps to Creating an Effective B2B Content Marketing Strategy

Nicholas Rubright — Fri, 29 Jul 2022 00:05:59 +0000

Discover an 8-step plan to create an effective B2B content marketing strategy. It starts with identifying your target audience and ends with creating a content marketing strategy.

How to Get a Software Sales Job: Responsibilities, Salary & Types

Steli Efti — Fri, 22 Jul 2022 07:55:47 +0000

Getting a job in software sales requires tenacity, friendliness, and a bit of grit. Get the lowdown on what recruiters look for in software salespeople.

How to Build Killer Talk Tracks Your Sales Team Will Use (+ Examples and a Free Template)

Amy Copadis — Thu, 21 Jul 2022 00:55:00 +0000

Sales talk tracks help your reps sound more confident when talking to prospects, and give them all the right answers to questions or objections. Learn the difference between scripts and talk tracks for sales, plus how to build them.

Understanding Your Sales Funnel Conversion Rate (and How to Use It)

Steli Efti — Mon, 18 Jul 2022 09:40:00 +0000

Learn everything you need to know about sales funnel conversion rates, including what they are, how to calculate, and how to analyze the metrics.

The Direct Sales Model: Is It Right for Your Business?

Amy Copadis — Tue, 12 Jul 2022 00:55:00 +0000

The direct sales model puts your company in direct contact with customers, meaning you have more control over how people see your brand. But, if you want to pull it off correctly, the direct sales model takes effort to actually sell your product. Ready to get your hands dirty with direct sales?

How to close more deals with team selling (in 3 steps)

Steli Efti — Tue, 28 Jun 2022 05:55:00 +0000

Team selling is when individual sales reps collaborate on demos, sales calls, and meetings to close complex deals. Learn how to start this strategy in 3 steps.

How to validate your business idea in 4 steps

Hanson Cheng — Mon, 27 Jun 2022 07:32:00 +0000

To validate your business idea, you'll need to define a goal, experiment and refine your hypothesis, and develop a plan.

What is relationship selling? Everything you need to know

Steli Efti — Wed, 22 Jun 2022 05:05:00 +0000

Relationship selling is the act of building deep connections with prospects in order to close deals. Read on to learn how to use this strategy to maximize results.

How to handle the unexpected rapid growth of your SaaS business

Natasha Lane — Tue, 21 Jun 2022 08:25:40 +0000

While rapid growth sounds like a good thing, unexpected growth in your SaaS business can spell trouble. Learn how to navigate it.

What is revenue intelligence? 5 steps to get started & 7 tools to use

Amy Copadis — Tue, 07 Jun 2022 09:42:13 +0000

Fast-growing SMBs and startups need revenue intelligence to forecast based on facts and react to early warning signs in your pipeline.

Sales acumen? Here’s how to improve it (fast)

Steli Efti — Fri, 03 Jun 2022 08:38:01 +0000

Improving your sales acumen will help you close more deals and progress faster in your sales career. Here's some practical advice on how to make it happen.

5 tips for making your SaaS company customer-centric

Natasha Lane — Mon, 30 May 2022 00:05:00 +0000

To make your SaaS company customer-centric, you need to identify and solve customer pain points while remaining agile in an evolving market. Learn how with real-world examples.

Starting your own consulting business? Avoid these 9 common consulting mistakes

Amy Copadis — Tue, 24 May 2022 00:05:00 +0000

If you’re starting your own consulting business, avoid common consulting mistakes like being afraid to say no, trying to be good at everything, or forgetting to ask for referrals.

5 traits of powerful sales enablement content and how to create it

Neelam Goswami — Mon, 23 May 2022 00:05:00 +0000

Sales enablement content empowers your sales team with information. Here are 5 key traits of good sales enablement content and tips on content creation and distribution.

Target Account Selling (TAS): How to make it work for your team

Steli Efti — Wed, 18 May 2022 00:05:00 +0000

Target account selling (TAS) is a B2B sales strategy built to hyper-personalize your process to the way your customers buy. Learn how to set it up & why you should.

Sales certification programs: 17 best options for reps & managers

Amy Copadis — Tue, 17 May 2022 09:47:48 +0000

Want to get certified in sales? Here are the top 18 programs from Close, Northwest University, LinkedIn, MEDDIC Academy, and more.

Driving more B2B leads from paid digital advertising

Matt Wheeler — Thu, 12 May 2022 05:59:00 +0000

Not all paid advertising tactics are created equal. Learn how to paid digital advertising can drive leads with proven tactics.

New client onboarding: 8 sales consultants talk about their onboarding process

Amy Copadis — Tue, 10 May 2022 12:25:00 +0000

New client onboarding can be a challenge. How do you make your consulting onboarding process smooth and easy? Learn from 8 top consulting pros.

Startup sales consulting tips & tricks from 8 high-performing consultants

Steli Efti — Fri, 06 May 2022 10:23:37 +0000

What does it take to be successful in startup sales consulting? Learn from 8 top-tier sales consultants who regularly work with startups at different stages.

How to build an omnichannel sales strategy for B2B

Amy Copadis — Tue, 03 May 2022 05:55:00 +0000

Just having the means to communicate on various platforms doesn’t make it effective. There must be a strategy behind it. Build your own omnichannel sales strategy with these tips.

Call Mapping: 7 Steps to Structure Your Sales Calls Effectively

Steli Efti — Thu, 28 Apr 2022 15:00:00 +0000

Call mapping is a route you desire your call to take to reach its destination. Learn how to build a call map with intimate customer knowledge.

12 CRM implementation resources for sales managers

Steli Efti — Wed, 27 Apr 2022 05:55:00 +0000

The right CRM implementation resources can help you make a more simplified plan, get buy-in from decision-makers, and avoid common challenges.

7 business lessons startup founders can learn from free sales training

Steli Efti — Tue, 26 Apr 2022 05:55:00 +0000

If you're looking to grow your sales skillset and gain more revenue, free sales training is the way to go.

3 essential steps for leveraging explainer videos with sales emails

Andre Oentoro — Fri, 22 Apr 2022 08:33:25 +0000

Explainer videos can be just as effective as plain text as a sales pitch medium. Learn why + how to set it up.

7 reasons why your business needs a conversational AI chatbot

Jessica La — Fri, 08 Apr 2022 05:55:00 +0000

The digital era has erupted in demands for immediate answers and better customer service. Here are 7 reasons why conversational AI chatbots are the solution.

Why your sales team needs an omnichannel CRM + 6 key features

Amy Copadis — Thu, 07 Apr 2022 07:18:50 +0000

An omnichannel CRM is your one-stop shop for communication with customers. Learn how this can maximize time spent in your sales process & delight your customers.

New in Close: Send & receive MMS

Steli Efti — Mon, 04 Apr 2022 07:50:25 +0000

Ever felt you needed to send a picture that would speak 1000 words? Now you can with MMS in Close.

Top 10 Customer Retention Metrics for SaaS Companies

Nirbhay Singh — Fri, 01 Apr 2022 05:55:00 +0000

Customer retention is the key to profitable growth. Learn the top customer retention metrics your SaaS company should be tracking.

Boost & motivate your remote team with sales incentives

Mark Quadros — Thu, 31 Mar 2022 05:55:00 +0000

Use sales incentives and friendly competition to keep your team motivated while working remotely.

How to create win-win situations in your sales pipeline

Steli Efti — Wed, 30 Mar 2022 05:55:00 +0000

Win-win situations aren't a fantasy. Learn how to create them by doing your homework, asking questions, and flipping the script.

Introducing Calling on Sequences: multichannel sales outreach at scale

Steli Efti — Thu, 24 Mar 2022 17:21:00 +0000

NEW Calling on Sequences in Close. Get ready to optimize your team's workflow, remove decision fatigue, and put your best processes on repeat.

Increase your revenue with these must-have sales KPIs

Louis Adam — Thu, 24 Mar 2022 07:54:12 +0000

Find out the major sales KPIs for increased revenue + how to answer questions like, "What is my business growth?" & "How is my team performing?"

5 types of sales contests to motivate employees—with examples

Amy Copadis — Fri, 11 Mar 2022 09:09:00 +0000

These top sales contest types include head to head, team vs team, & "biggest loser". Learn more about these fun ways to boost morale and improve team performance.

Close + Actiondesk = Even more powerful sales reports

Steli Efti — Thu, 10 Mar 2022 09:19:00 +0000

Want even more powerful, customizable sales reports and spreadsheets to optimize your sales process? Actiondesk can automatically pull and update your Close CRM data into your spreadsheet of choice exactly the way you want it.

How to master the 5 types of negotiation

Steli Efti — Thu, 10 Mar 2022 07:39:04 +0000

Negotiation is part of sales. Learn the 5 types of negotiation, and how to make sure you and your prospect both walk away happy.

Introducing Sandler: what is the Sandler Sales Methodology & how to do it right

Grace Lau — Mon, 07 Mar 2022 07:46:16 +0000

David Sandler had enough of rejection as a rep. Learn how he developed the Sandler Sales Methodology + how to implement it in your own sales process.

How to keep employees happy during the Great Resignation

Steli Efti — Tue, 01 Mar 2022 18:10:50 +0000

Wondering how to keep employees happy in the middle of the Great Resignation? Learn how to retain top talent & think more long-term than your competitors.

From NASA to B2B startup consulting with Kevin Ramani

Kevin Ramani — Tue, 01 Mar 2022 09:03:14 +0000

Kevin Ramani went from building Rovers for Mars to building startup sales processes for hungry founders. Learn about his story & top tips for startups who are ready to scale.

10 signs it’s time to hire a sales consultant + 7 mistakes to avoid

Amy Copadis — Fri, 25 Feb 2022 10:14:14 +0000

When should you hire a sales consultant? Learn the key signs your team needs one, plus 7 mistakes to avoid for a smoother process.

9 Social Media Automation Workflows To Increase Qualified B2B Leads

Wesley Cherisien — Fri, 25 Feb 2022 08:11:01 +0000

Learn how to use social media automation workflows to optimize your social media presence by automating your content publication, engagement, analysis, and management.

Anchoring in negotiation: What is means and how to overcome it

Steli Efti — Tue, 22 Feb 2022 12:52:32 +0000

The anchoring effect is a key heuristic in the sales negotiation process. It's part of every purchasing process—whether you know it or not.

40 open-ended sales questions + how to ask them

Steli Efti — Thu, 17 Feb 2022 08:59:39 +0000

Open-ended sales questions cannot be answered with Yes or No. They inherently require the other person to talk more freely. Learn how to use open-ended questions to get key insights to qualify and move the deal forward.

How to take your startup from $0 to $25M ARR with Scott Leese

Scott Leese — Mon, 07 Feb 2022 18:13:00 +0000

Ready to take your startup to the next stage of growth? Learn how Scott Leese took 5 startups from $0 to $25M ARR in <3 years.

Hiring a sales consultant: How to find and hire the right person

Steli Efti — Thu, 03 Feb 2022 15:35:46 +0000

Hiring a sales consultant takes time and preparation—learn the best steps to prep, find, and evaluate a sales consultant and see real, long-term results.

How to get inspired when you’re feeling the quota blues

Steli Efti — Tue, 01 Feb 2022 14:28:00 +0000

When you struggle to reach your sales quotas, the feeling is anything but pleasant. What do you need to do when that happens? Renew your motivation. I'll show you how.

How salespeople being sloppy with personal data can kill your business

Gaetano DiNardi — Fri, 28 Jan 2022 10:12:22 +0000

Are your salespeople keeping their personal data safe? Learn 7 ways to make sure.

5 LinkedIn hacks that are sure to boost your ROI

Maggie Ryan — Mon, 24 Jan 2022 12:55:00 +0000

LinkedIn is a multifaceted platform that can also act as a sales funnel when used efficiently. Learn these top-5 tips to enhance your profile, streamline outreach, and engage leads.

Cold emailing: Finding the balance between personalization and scale

Samuel Szuchan — Fri, 21 Jan 2022 12:55:00 +0000

Your cold email strategy could use some work if: 1. You're sending 10,000 cookie-cutter emails for spam, or 2. You're spending hours hyper-personalizing each message. Find your balance for efficiency and effectiveness here.

5 tips to grow your business with handwritten notes to prospects

David Wachs — Fri, 14 Jan 2022 12:55:00 +0000

Customers want to know that you care about them. What better way to show it than with thoughtful, personalized messaging? In a competitive market, these little touches can make all the difference in improving brand experience.

NEW: More powerful reporting for Email Sequences in Close

Steli Efti — Wed, 12 Jan 2022 19:14:06 +0000

Email Sequences in Close got a nice update for the new year. Start ‘22 off right with better sequence reporting, giving you everything you need to send high-performing email sequences.

Why I pivoted from SaaS to startup sales consulting

Harris Kenny — Mon, 10 Jan 2022 15:30:58 +0000

Harris Kenny was working as a head of sales when he decided to quit and become a consultant. Three years later, he runs an international sales consulting firm that specializes in helping startups grow by supporting their early-stage sales process. Hear his essential sales lessons for startups.

Why speed is quickly becoming a sales pro’s competitive advantage

Steli Efti — Mon, 20 Dec 2021 12:55:00 +0000

In this hyper-competitive market, your sales team has a need for speed. Customers expect it, companies demand it, and if you aren't keeping up with those expectations and demands, you'll only find yourself falling behind. Plus, it boosts productivity and decision making-- what more could you want?

How a top revops consultant helps startups grow revenue in 4 steps

Marc Belgrave — Thu, 09 Dec 2021 12:55:00 +0000

At its best, sales is facilitation, not manipulation. Here, guided by this philosophy, you'll learn 4 strategies to improve your startup's revenue process. And bonus: I'll show you how Close can help.

23 hilarious CRM memes (because laughter is the best pain killer)

Amy Copadis — Wed, 08 Dec 2021 12:55:00 +0000

The kind of memes you wouldn’t show to your mom… because she still doesn’t really understand what you do at work. These CRM memes are laugh-out-loud for sales reps struggling to handle a clunky CRM and sales leaders trying to hold the team together with a software that actually works.

How to attract top sales talent in the post-pandemic marketplace

Jesse Relkin — Wed, 01 Dec 2021 12:55:00 +0000

In the midst of the Great Resignation, top talent can be more selective. You want to make sure they're selecting you. Here are five actionable ways to attract and retain the best sales talent in the market.

SMS for business: 9 mind-blowing benefits of texting your customers

Addison Burke — Thu, 25 Nov 2021 12:55:00 +0000

The money is in texting. Once it was snail mail, then email, and now? SMS is earning its spot in the sales toolkit. Learn how and why you should include text messaging in your marketing campaigns.

3 lessons I learned from 20 years in logistics sales

Millisa Nwokolo — Tue, 23 Nov 2021 12:55:00 +0000

In some industries, logistics is stuck in the stone age. But your tools don't have to be. Learn how to leverage the best sales tools on the market to equip your team to do its best work.

Building a B2B SaaS partner program: Our 8-step process

Amy Copadis — Thu, 18 Nov 2021 15:38:00 +0000

We built our own SaaS partner program, and we’re about to share the details of how we did it, the mistakes we made, and how you can create a scalable partner program for your SaaS company. We’ll also learn from B2B partner programs from companies like Monday, Typeform, Aircall, and more.

B2B data: The 5 main types & how to use them in your sales process

Amy Copadis — Tue, 16 Nov 2021 21:54:48 +0000

As a sales leader, you use data to drive decisions. B2B data for sales teams includes information about contacts, companies, technology, and buying intent. High-performing teams use this data to build an ABM strategy, improve lead scoring, and pinpoint key moments for sales outreach.

8 project implementation plan tips for sales managers

Parichehr Parsi — Fri, 12 Nov 2021 21:21:38 +0000

The ultimate success or failure of a project is often determined by how you optimize your team and work process. Project implementation plans, when done well, will save you a big headache down the line.

Email tactics for customer onboarding

Mia Naumoska — Tue, 09 Nov 2021 17:49:57 +0000

Imagine this: Your target customer signs up for emails and follows the sales funnel all the way to the end without issues. Great, right? Successful customer onboarding doesn't happen by accident. Here are some email tactics that optimize retention.

8 Email Verification Tips for Outbound Sales Teams

Sam Molony — Thu, 04 Nov 2021 15:03:16 +0000

Email verification is vital to your outbound sales strategy. Without taking a few minutes to optimize your data, you may be wasting time, or worse, damaging your sales reputation.

25 cold calling memes that are so relatable it’s painful

Amy Copadis — Wed, 03 Nov 2021 17:57:45 +0000

Let's be honest: Cold calling is painful. Even if you have a great lead list, you still spend most of your time interrupting people in the middle of the day. These cold calling memes will offer some comedic relief for the days when the grind is real.

Driving revenue growth: 12 killer strategies for startups & SMBs

Steli Efti — Tue, 02 Nov 2021 12:55:00 +0000

Driving revenue growth is the major goal of every sales and marketing strategy. Find out the 12 effective ways how to maximize revenue by reading this article.

How the best sales leaders prepare for the Q4 sales push

Steli Efti — Wed, 20 Oct 2021 13:49:00 +0000

The last quarter of the year is often considered the most important. It’s when goals become realities and tough decisions are made.

Lean Startup Validation: Don't Be Cheap

Steli Efti — Mon, 18 Oct 2021 17:13:00 +0000

If you're the founder of an incipient startup, it's tempting to offer your product or service for free to get to initial traction. That's mostly a bad idea though - which is why I advise founders to focus on getting paying customers as soon as possible.

Lead management: Using intent data to accelerate your sales pipeline

Yash Vardhan — Fri, 15 Oct 2021 12:55:00 +0000

To keep driving sales results, you need to optimize your sales processes for better outcomes. Intent data can help you effectively manage leads and better fuel your pipeline.

How to set up a winning SaaS referral program to boost sales

Raul Galera — Thu, 14 Oct 2021 12:55:00 +0000

While referral sales can happen organically, businesses can also foster and automate the process through a referral program. Learn step-by-step what it takes to create a winning SaaS referral program.

12 Successful CRM Implementation Case Studies to Learn From

Amy Copadis — Wed, 13 Oct 2021 12:55:00 +0000

From these CRM implementation case studies, you’ll draw nuggets like how a marketing software company implemented a CRM smoothly into their own tech stack, how an enterprise company saves $250k with a new CRM, how a fast-growing startup found a CRM that could scale with them, and more.

20 B2B data providers for high-performance sales teams

Amy Copadis — Tue, 12 Oct 2021 12:55:00 +0000

Higher quality data = a more effective sales team. Learn about today’s top B2B data providers, including tools for larger teams like ZoomInfo and Clearbit, and tools for startups and SMBs, like VoilaNorbert, ReachHub, and UpLead. PLUS 5 steps to choose the right B2B database for your team.

11 Ways to Overcome Sales Call Reluctance & Build Iron Confidence

Steli Efti — Tue, 05 Oct 2021 12:55:00 +0000

Not only noobs suffer from sales call reluctance: even seasoned reps can get anxious before the next dial. Overcome your fear of dialing up prospects today.

Sales Brief: Endless potential

Steli Efti — Fri, 01 Oct 2021 12:55:00 +0000

In this week's Sales Brief, we discuss CRM implementation, crucial sales terms you should know, deflating prospecting objections, and more.

5 reasons your email outreach campaign is failing you (+ tips to improve)

Jessica La — Thu, 30 Sep 2021 12:55:00 +0000

If you've dismissed cold outreach in the past or aren’t seeing the results you want from your email campaigns, here are 5 common mistakes you could be making and tips you can take to see improvements in your outreach efforts immediately.

5 caveats of CRM implementation + 5 best practices to solve them

Steli Efti — Tue, 28 Sep 2021 10:00:00 +0000

Get the most out of your CRM: learn the caveats of CRM implementation as well as best practices to put it in place. Use automation to limit mundane tasks, help your team collaborate with better visibility, train reps to have confidence in the system & customize your pipeline to match your process.

The quick guide to building a sales strategy deck that sells

Steli Efti — Wed, 22 Sep 2021 17:46:23 +0000

How do you make sure that your sales team is on the same page and prepared enough to close the deal? Try building a sales strategy deck that gives your team the exact tools they need to turn every prospect into a paying customer.

5 No-nonsense Ways to Improve the Relationship Between Marketing and Sales

Bojana Vojnovic — Fri, 10 Sep 2021 18:20:05 +0000

You’ll read everywhere on LinkedIn and Twitter about the importance of cross-collaboration between marketing and sales teams, but is any work actually getting done to make improvements?

The 34 best sales management articles for startups & SMBs

Steli Efti — Thu, 09 Sep 2021 16:19:27 +0000

The role of the sales manager has shifted and transformed at a faster pace in the past two years than ever before. At the same time, some fundamentals remain true: Like Peter Drucker's famous adage that management is doing things right, and leadership is doing the right things.

Customer insights to transform sales conversations

Mark Quadros — Thu, 02 Sep 2021 12:55:00 +0000

It was Mark Hunter who said, "it's not about having the right opportunities. It's about handling the opportunities right." And he was correct.

The winning sales huddle: 10 ways to amp up your team

Steli Efti — Tue, 31 Aug 2021 12:55:00 +0000

Design your sales huddles so that they're shorter, more focused, more fun versions of conventional sales meetings. Something that your reps actually want to attend. Here's how.

How to build a customer-centric selling process in 7 easy steps

Steli Efti — Fri, 20 Aug 2021 16:10:52 +0000

Putting the customer first brings in better quality leads, optimizes your sales process to align with prospects, and gives your team a competitive edge. Learn how to use customer-centric selling in your process in 7 steps.

The secret for aligning Sales and Marketing like never before: Revenue Attribution

Jeremy Sacramento — Wed, 18 Aug 2021 19:17:30 +0000

How do you bring about a more unified approach to marketing and selling while respecting the necessary boundaries? The secret lies in Revenue Attribution.

What Is Sales Tracking? 5 Steps to Track Sales + Which Metrics Matter

Steli Efti — Tue, 10 Aug 2021 21:57:56 +0000

Sales tracking is the process of collecting and analyzing metrics. Check out our guide including templates, tools, and the 5 steps you need to get started.

The ultimate comparison between value selling vs solution selling

Steli Efti — Wed, 04 Aug 2021 12:55:00 +0000

Pushing value before anything else is a good way to build expectations and help close more deals. But how does value-based selling compare to solution selling? With two models that are so similar, what are the real differences?

8 reports you need to create for your sales pipeline

Tomás Spada — Thu, 29 Jul 2021 12:55:00 +0000

Ready to dig into the ‘why’ behind your sales data? From the creator of Master Metrics comes a quick guide to the top reports you should create from your sales pipeline, plus what they can do for your business.

21 sales training questions you should be teaching your reps

Steli Efti — Tue, 27 Jul 2021 12:55:00 +0000

Want your reps to qualify better, get leads to open up about their true needs, and close deals faster? Discover the top 21 sales training questions you should be teaching your reps, and see how asking the right qualifying questions can help reps succeed.

Comparing solution selling vs product selling in the modern sales world

Steli Efti — Thu, 22 Jul 2021 12:55:00 +0000

You can tell your prospects that your product is the best. But do you know how to answer if they ask you why? When you compare your product to the competition, are you just listing features or pricing? Or can you prove to your prospects that your product will be a better solution to their problems?

Top 15 cold calling tips for SaaS sales reps we found on LinkedIn

Amy Copadis — Mon, 19 Jul 2021 12:55:00 +0000

This curated list of our favorite cold calling tips found on LinkedIn includes ideas from Steli Efti, Sarah Brazier, Armand Farrokh, and more. You’ll learn how to get pumped before cold calling, treat email activity like MQLs, and overcome a fear of cold calling.

30 best email finders by name (+ how to find professionals online)

Steli Efti — Wed, 14 Jul 2021 12:55:00 +0000

Developing lead lists can be challenging when the only identifying information you have is a name. We provide strategies for finding email addresses by name, and compare the best email finder tools to automate this email collection process for you, including Hunter, Lusha, UpLead, and Adapt.

Transactional selling vs solution selling: How to mix & match strategies

Steli Efti — Wed, 14 Jul 2021 08:05:00 +0000

Transactional selling and solution selling are vastly different—one is generally used in one-time, B2C sales and the other is a long-term, repeat relationship that is generally B2B. But what can transactional sellers learn from the solution selling method?

Solution selling vs Challenger selling: Which is best for your team?

Steli Efti — Thu, 08 Jul 2021 12:55:00 +0000

Solution selling focuses on understanding deeper needs and building a pitch that adapts to the world of the prospect. Challenger selling involves breaking through misconceptions and pushing prospects to try something outside their comfort zone. Which of these methods is right for you?

What is a sales trainer job? + 6 steps to find one and get hired

Steli Efti — Tue, 06 Jul 2021 12:55:00 +0000

If you love building other people’s skills and confidence, you may be considering a sales trainer job. But to do that, you’ll need to do more than train new reps—you’ll be expected to build and implement a structured plan for sales training across the team, plus measure and report on the results.

Sales activity management: How tracking sales activity can boost your close rates

Amy Copadis — Thu, 01 Jul 2021 13:40:52 +0000

To do Sales activity management right, you need to track activity metrics, determine how each activity contributes to your conversion rates, and empower your reps to perform those sales activities more effectively. Learn why it’s important and how to set it up in 8 steps.

Insight selling vs solution selling + how modern sales teams use both

Steli Efti — Tue, 22 Jun 2021 12:55:00 +0000

While solution sellers act as doctors to help prospects diagnose and treat their problems, insight sellers act as educators, bringing value from their own expertise. But is one model better than the other for the modern sales rep?

NEW: Custom fields on Opportunities + how this gives you better pipeline visibility

Steli Efti — Wed, 16 Jun 2021 15:53:56 +0000

Custom Fields on Opportunities are now live in Close. Learn how to use this new feature to improve pipeline visibility, track multi-product or multi-service sales, organize multiple offers, and report on the reasons behind lost deals. PLUS a step-by-step guide on how to set up Custom Fields.

8 sales training quizzes to assess your team’s strengths and boost skills

Steli Efti — Tue, 15 Jun 2021 12:55:00 +0000

The right sales training quiz acts as a support to your training program, helping reps assess their own abilities and knowledge and learn where they need help. Use our free sales training quiz, including 10+ free resources (videos, articles, and more) to help reps learn as they go.

11 free interactive sales training ideas and games for your team

Steli Efti — Thu, 10 Jun 2021 15:03:07 +0000

Ready to make sales training fun? Try gamifying your cold calls, playing prospect detectives, starting an ongoing competition for the latest and greatest news, and more!

Solution selling vs consultative selling in a B2B sales landscape

Steli Efti — Tue, 08 Jun 2021 21:06:55 +0000

Solution selling and consultative selling have many overlaps and a few significant differences. Learn how these 2 sales models developed 40+ years ago and still work in the B2B sales landscape of the 2020s.

7 excellent sales collateral tips that can help your startup grow

Narayani Pandya — Wed, 19 May 2021 12:55:00 +0000

In today’s competitive market, you need to rely on a variety of approaches to ensure you have a competitive edge. Sales collateral enables you to create content and resources that connect your prospects with your brand and help speed up the sales process.

4 best CEO email finders + how to find executives with no info

Steli Efti — Mon, 17 May 2021 12:55:00 +0000

The easiest way to contact CEOs you don’t know is by using a CEO email finder. Here are the best tools at your disposal, with an in-depth look at their features, cost, and capabilities.

24 best email finders from websites & social sites (+how to do it)

Steli Efti — Wed, 12 May 2021 12:55:00 +0000

Websites and social networking sites are great resources for finding emails for your lead lists. We cover the best methods for finding emails manually from websites domains, and compare the best email finder tools that can automate this lead generation process for you.

How to succeed in your new sales manager role

Steli Efti — Mon, 10 May 2021 12:55:00 +0000

So you’ve just landed a brand new sales manager’s role for a SaaS company — what now? Learn the best tips you can use as a sales leader to thrive in your new role.

How to Build a Sales Cadence: Examples, Best Practices, & Top Tools

Steli Efti — Wed, 05 May 2021 12:55:00 +0000

A sales cadence is a workflow that sales reps use to get new leads in the sales pipeline, to build solid connections with them to better prime them for a future sale.

Top 10 sales cadence tools + 6 steps to choose the right software

Steli Efti — Mon, 03 May 2021 12:55:00 +0000

Compare features and set up with the top sales cadence software options, including Close, SalesLoft, Outreach, Mailshake, VanillaSoft, and more. Plus, learn how the right outreach channels, easy segmentation, and personalization options should factor into your decision.

Ultimate guide to sales coaching: strategies, tips & tools to win

Steli Efti — Thu, 29 Apr 2021 12:55:00 +0000

The goal of effective sales coaching is to teach your team to hit consistent home runs. See how a coaching strategy starts with foundational sales content, how to divide your team for better coaching, and why live call coaching matters for your reps.

Top 15 sales coaching platforms to develop a high-performing team

Steli Efti — Wed, 21 Apr 2021 12:55:00 +0000

Sales coaching involves having the right data, visibility, and tools. Live call coaching platforms, like the one included in Close CRM, help you build reps’ skills in real-time, while coaching strategy tools, like Ambition or MindTickle help you build the foundation for long-term improvement.

12 top sales cadence examples: inbound, outbound, SaaS + more

Steli Efti — Wed, 14 Apr 2021 12:55:00 +0000

Handle new leads like a pro by stealing ideas from these top sales cadence examples. Whether inbound or outbound, SaaS or service, B2B or B2C, we’ve got you covered. Plus, get insider tips for automating your sales cadence and closing more deals, faster.

Free quota-boosting sales coaching template for managers

Amy Copadis — Mon, 12 Apr 2021 15:44:18 +0000

Get this proven sales coaching plan template for managers with detailed implementation tips to help your reps perform at their best.

25 expert sales coaching tips and techniques to amplify close rates

Steli Efti — Thu, 01 Apr 2021 16:29:18 +0000

Here are 25 of the best sales coaching tips and techniques for managers to live by. These techniques will help you build a better strategy, onboard faster, coach low-performers and all-stars, and set goals that your team can reach.

15 Best email finder Google Chrome extensions to generate leads

Steli Efti — Tue, 30 Mar 2021 17:10:26 +0000

Email finder extensions let you easily find email addresses from your browser, without ever having to stop browsing the web. Finding the right email finder tool can be challenging, so here we compare the top tools, the features, and availability.

How to get out of a sales slump: 11 things you probably haven’t tried yet

Amy Copadis — Wed, 24 Mar 2021 12:55:00 +0000

Almost every seasoned salesperson has been through a sales slump at some point in their career. But what if you’ve been in a slump for weeks and just can’t seem to snap out of it? We’re going to discuss 11 surefire, proven tactics to get out of a sales slump, and back into high-performance mode.

How to use call monitoring: 9 scenarios to listen, whisper, or barge a sales call

Steli Efti — Thu, 18 Mar 2021 12:55:00 +0000

Call monitoring allows sales managers to listen to their team on live sales calls and give valuable feedback that helps close deals. With listen, whisper, and barge technology at your finger tips, here are 9 scenarios when you can use each mode.

How to prep for a mock sales pitch interview + creative ways to stand out

Steli Efti — Tue, 16 Mar 2021 20:45:44 +0000

Your resume could be rock-solid, but what really matters when you’re interviewing for a sales position is whether or not you nail the mock sales pitch. Learn how to use company and customer insights to boost your sales pitch in the interview, as well as creative ideas to help you stand out.

12 hilariously bad sales pitches you should avoid as a salesperson

Steli Efti — Tue, 09 Mar 2021 21:30:25 +0000

From pleading for attention, to yelling on a cold call, to assuming the prospect is sitting at home binge-watching Netflix: these hilarious sales pitches are some of the worst we’ve ever seen. Have a good laugh while you learn how to avoid making the same mistakes with your own sales pitches.

How to Make a Sales Pitch Video that Converts in 8 Simple Steps

Steli Efti — Mon, 01 Mar 2021 17:08:37 +0000

The first step to create a sales pitch video is to do your homework—that way, you understand who your audience is and what will appeal to them. You’ll also need to choose the right style for your video, as well as the tools you’ll use to record, send, and analyze the results.

How to use Zoom for sales: 21 Zoom hacks your reps need to know

Amy Copadis — Thu, 25 Feb 2021 12:55:00 +0000

Check out our top Zoom hacks for sales teams, including tricks to use the chat effectively, improve security while reducing friction, and even avoid that awkward little wave at the end of your meeting. You’ll also learn how to use Zoom for sales with proven methods to build trust and reduce stress.

The perfect remote sales schedule: How winning reps plan their days

Amy Copadis — Thu, 18 Feb 2021 14:57:32 +0000

Struggling to plan a remote sales schedule that’s actually productive? We’ve been there. Learn from the experts how to set the foundation for a productive day, when to schedule time blocks for focus work, and which communication tools can foster a better remote schedule across your whole team.

Top 13 call monitoring tools + how they boost your team’s performance

Steli Efti — Tue, 16 Feb 2021 18:44:10 +0000

Call monitoring software allows managers to get a clear look at their team’s performance, and coach them based on real data. Learn more about the top call monitoring tools for sales teams, support teams, and call centers.

Why over-communication is key for managing a remote team

Steli Efti — Thu, 11 Feb 2021 12:55:00 +0000

Progress halts when sales reps delay information sharing. Here's how over-communication can keep everyone up to speed on deal status, fuel healthy competition, and ensure rep transparency.

Call barging: 7 ways sales teams can use barging to close deals

Amy Copadis — Mon, 01 Feb 2021 17:15:02 +0000

As a sales manager, barging in on an in-progress sales call can be a stressful experience. But when done properly, call barging can be used as an effective tool and strategy to close more deals.

How to nail a 15-second sales pitch in 5 proven, simple steps

Steli Efti — Thu, 28 Jan 2021 20:48:41 +0000

When the opportunity comes, will you be ready to give a 15-second sales pitch? To do so, you’ll need to be prepared with a clear benefit and unique value prop, and back those statements up with data. Learn more tips and ideas to help you nail the short sales pitch and know when to use it.

The best one line sales pitch: 13 examples of winning one liners

Steli Efti — Thu, 21 Jan 2021 00:35:09 +0000

Want to know what a good sales pitch one-liner looks like? Learn 13 of the best sales pitch lines we’ve seen, plus how to use these same principles in your own sales pitch.

Introducing Call Coaching: Seamlessly coach your team to more deals won

Steli Efti — Tue, 12 Jan 2021 12:55:00 +0000

We’re excited to announce the release of Call Coaching in Close, giving sales managers the ability to listen, whisper, or barge sales calls that are in progress. With Call Coaching, sales training and call collaboration are now easier and more accessible than ever before.

How to find email addresses from LinkedIn for lead generation

Steli Efti — Tue, 12 Jan 2021 11:44:17 +0000

Most B2B professionals keep the data on their LinkedIn profile updated, and sourcing emails from there generally ensures a high-quality lead list. But that's easier said than done, as it can be difficult to find and verify contact information.

16 best email guessing tools: These guessers predict addresses

Steli Efti — Thu, 17 Dec 2020 20:11:04 +0000

When you know the name, company, and website of the professional you are trying to reach, there are a few ways of guessing their email. Email guessers will predict the potential email variations of an individual, allowing you to reach a contact you can’t otherwise identify or find an email for.

Still need to hit Q4 sales quota? 6 ways to close deals before it’s too late

Steli Efti — Mon, 07 Dec 2020 14:00:00 +0000

Only a few more weeks to clean out your pipeline in 2020 and turn it into revenue. Yet, prospects at this time will naturally want to push the decision off to next year.

How to conduct better interviews for sales jobs (without asking someone to sell a pen)

Steli Efti — Tue, 01 Dec 2020 15:05:31 +0000

Sometimes it's hard to figure out if a sales candidate is actually qualified and not just skilled at interviewing. Here are questions and tactics you can use to discover if the candidate actually has what it takes to excel in sales.

High Velocity Sales: What it is, why it matters & how to do it right

Steli Efti — Tue, 10 Nov 2020 12:55:00 +0000

High Velocity Sales can help you get a more streamlined solution for your inside sales team while speeding up the entire sales process. Here are four best practices that will help you get the most out of it.

How to perform a CRM audit at the end of every year (8 precise steps included)

Owen Baker — Tue, 27 Oct 2020 09:35:00 +0000

The idea of a CRM audit typically evokes dread—but if you know how to go about it, you get maximum impact on revenue with minimal frustration.

Custom Activities: Context is king, so track ALL of the things

Nick Persico — Mon, 19 Oct 2020 22:53:43 +0000

Introducing Custom Activities in Close. All your sales, marketing, and customer success touchpoints can now be brought directly into your CRM!

How to Pitch to Investors: Mistakes to Avoid and 8 Expert Tips to Level-Up Your Pitch

Amy Copadis — Mon, 12 Oct 2020 12:55:00 +0000

Convincing strangers to give you money isn’t easy, especially in these times. To help startups pitch to investors successfully, this article will discuss common mistakes startup founders should avoid, what investors look for in an investor pitch, and how to create a pitch deck that sells.

5 common excuses a great salesperson would never make

Steli Efti — Thu, 01 Oct 2020 14:01:00 +0000

Excuses suck. Nobody wants them. If you’re not holding up your end of the bargain, your manager/founder/CEO doesn’t want to hear you blaming something or someone other than yourself.

Why LinkedIn is a must-use content distribution channel for sales pros

Ross Simmonds — Wed, 23 Sep 2020 12:55:00 +0000

If you want to connect with senior level decision-makers, LinkedIn is the place to be. Here's how you can quickly establish trust and credibility on the platform.

Customer profile analysis: Methods and hacks to boost your sales process

Amy Copadis — Mon, 21 Sep 2020 12:55:00 +0000

Ready to turn your ideal customer profiles into something that actually helps your sales team close more deals? Discover our customer profile analysis hacks to gather & understand data, and use it to boost revenue.

Ideal customer profile vs buyer persona: What’s the difference?

Steli Efti — Mon, 14 Sep 2020 12:55:00 +0000

The eternal debate of ideal customer profile vs buyer persona finally has an answer. Learn about the main differences between these two types of personas, and find out which one is right for your business.

Optimize your team's sales process with Groups in Close

Nick Persico — Mon, 17 Aug 2020 23:29:00 +0000

Introducing User Groups in Close: A faster way to filter sales performance by individual groups of team members.

How to sell consulting services: 12 methods you can start using today

Steli Efti — Mon, 10 Aug 2020 16:47:05 +0000

With the consulting industry continuing to grow, how can you get ahead of the competition and increase your consulting sales? Learn how to sell consulting services with 12 pro methods.

How to increase insurance sales in the digital age: 12 modern strategies the experts are using boost sales

Steli Efti — Mon, 03 Aug 2020 12:55:00 +0000

Looking to increase your insurance sales? Check out these 12 expert strategies for insurance agents to boost their sales.

5 Sales rep elevator pitches that work

Amy Copadis — Thu, 30 Jul 2020 12:55:00 +0000

Learn five elevator sales pitches that'll help you break the ice and present your product without pushing a hard sale and chasing a potential business ally away.

Want better sales numbers? Start napping at work

Jeff Kahn — Tue, 28 Jul 2020 12:55:00 +0000

Sales teams can achieve dreamy results when they nap at work—if they do it right.

The Ultimate Cybersecurity Sales Guide: 7 Methods to Sell Cybersecurity

Amy Copadis — Tue, 21 Jul 2020 12:55:00 +0000

Explore adaptable cybersecurity strategies for businesses, with insights from Verizon's 2020 Data Breach Report, to protect against evolving threats.

How I consistently get over 75% cold email open rates

Victor Eduoh — Thu, 16 Jul 2020 12:55:00 +0000

Cold emailing is scary, but it works. After personally sending hundreds of cold emails, I’ll show you the science behind how I consistently get over 75% open rates — with proof!

How to kill the feature creep monster: Launch and sell early!

Steli Efti — Wed, 15 Jul 2020 12:34:00 +0000

Which features should you add to your product before you can start selling it? Many founders get overpowered by the feature creep monster early in the development of their product. They stifle the progress of their startup because they get too hung up on thoughts like:

Ultimate sales analytics guide to increasing your revenue

Steli Efti — Mon, 06 Jul 2020 12:55:00 +0000

Want to increase the effectiveness of your sales team and the profitability of your company? Here’s a detailed guide on how to leverage sales analytics (with examples, templates, tools, and KPIs) for achieving the same.

Lean startup experiments: Hiring humans instead of building technology

Steli Efti — Wed, 01 Jul 2020 07:03:00 +0000

Back in the days when we ran our sales consultancy and sales outsourcing company, we did a lot of cold calling for Silicon Valley technology companies. One of our clients was selling software directly to doctors. And the main challenge we had with this was that doctors are really hard to reach.

How to be a good sales manager in a crisis: 12 ways you can improve

Steli Efti — Mon, 29 Jun 2020 12:55:00 +0000

How can sales leaders manage better during a crisis? Here are ways you can turn ‘check-ins’ into actionable conversations, how to communicate more effectively in less time, and how to maintain the mental health of your sales team.

How to use content marketing to sell more (A guide for inside sales teams)

Ross Simmonds — Wed, 24 Jun 2020 12:55:00 +0000

Content marketing is more than just a tool for building brand awareness. It has the potential to be your key driver for conversions, if you're willing to invest time. Here's a guide to help you get started.

Get a daily sales motivation boost

Steli Efti — Tue, 23 Jun 2020 07:23:00 +0000

In the past months, we've been working on a little project to help you be a better sales person. Here's what it's all about:

Remote hiring: How to screen for remote culture fit

Steli Efti — Wed, 17 Jun 2020 12:55:00 +0000

There are many things you need to screen for when you’re hiring people in a remote company. But the most important thing? Remote culture fit. Here's what to look out for.

19 sales leaders share what they want to see in your first email

Amy Copadis — Tue, 02 Jun 2020 18:16:07 +0000

As the world starts to emerge from its COVID-induced hibernation, how can you adjust your pitch to your prospects’ new priorities? We asked 19 B2B sales leaders to share their perspective.

Facebook CRM integration: 5 ways to connect your CRM to Facebook

Nick Persico — Wed, 27 May 2020 12:55:00 +0000

A Facebook CRM integration lets you record and manage business conducted on Facebook. Here’s how to keep your team running fast and lean by connecting your CRM to Facebook.

COVID-19 killed your industry? Here's how a tour booking software keeps selling through the crisis

Amy Copadis — Tue, 26 May 2020 12:55:00 +0000

How do you lead a sales team through difficult times when the core of your business is in jeopardy of collapse? FareHarbor has been able to not only keep afloat, but to thrive during such difficult times. This is their inspiring story.

How to fire a remote employee

Steli Efti — Thu, 21 May 2020 05:55:00 +0000

Parting ways with team members is never great—but if you follow these guidelines on how to fire a remote employee, you'll minimize the pain, and maybe even maintain a good relationship.

How 3 EdTech startups acted fast to help students and teachers move from the classroom to online

Amy Copadis — Wed, 13 May 2020 05:55:00 +0000

With thousands of classrooms around the world going digital, the increase in demand for online learning tools exploded. Here's how three startups quickly rose to the challenge to help serve and empower their customers.

How to treat prospects that are hurting during this crisis

Steli Efti — Tue, 12 May 2020 05:55:00 +0000

How do you deal with prospects and customers that are hurting during these times? Is it time to forget about them and move on? No. Now is the time to engage.

Sales lead gen without tradeshows during COVID-19

Steli Efti — Mon, 11 May 2020 05:55:00 +0000

Right now, and for the foreseeable future, tradeshows are dead. If you relied on them in the past for lead generation, now is the time to adapt. Here are 5 ways to adjust to this new reality.

EdTech Sales: The ultimate guide to selling to schools during COVID-19

Amy Copadis — Thu, 07 May 2020 17:33:50 +0000

Due to the ongoing COVID-19 situation, EdTech companies are facing a set of unique challenges and opportunities. Learn what these companies did to adapt their sales process, with 17 expert strategies to help you succeed, in spite of the crisis.

How 3 small teams pivoted their businesses to adapt to COVID-19

Amy Copadis — Wed, 06 May 2020 05:55:00 +0000

COVID-19 has hit nearly every industry and has forced businesses to make radical shifts. We sit down with three customers in different industries to discuss how they’ve adapted to current times.

Calendly CRM integration: Powering high performing sales teams

Nick Persico — Tue, 05 May 2020 12:06:57 +0000

Calendly makes it easy to schedule meetings with prospects and clients. Pairing it with Close can provide crucial tracking and save your sales reps hours of manual data entry. Here's how to do it.

My first 4 months at Close: Learning to work remotely

Phil Gamache — Mon, 27 Apr 2020 11:46:13 +0000

I transitioned to remote work 4 months ago, and I’ve had the opportunity to make plenty of mistakes (and learn from them). Here, I’d like to share those mistakes (plus the successes) with you and provide actionable tactics for your own WFH approach.

Personalize your sales process with Contact Custom Fields

Nick Persico — Thu, 23 Apr 2020 05:55:00 +0000

For years, Close users have been using Custom Fields to customize their accounts and collect key information about their prospects. Today, we’re happy to take this a step further with the launch of Contact Custom Fields.

SPIN selling: How to perfect your sales messaging by talking to customers

Jason Quey — Thu, 23 Apr 2020 04:57:00 +0000

What if you could talk to your customers to get the messaging you need to lift your sales conversion rates? SPIN selling has helped thousands of sales folks around the world increase their close rate. Here's how to do it.

COVID-19 churn prevention: Your customers are cutting costs. Don't just let them cancel.

Steli Efti — Wed, 08 Apr 2020 16:03:10 +0000

Everyone is looking to cut costs. They’re making lists of software and services deemed nonessential, and sending them to the chopping block.

4 must-know strategies for building a killer remote sales team

Steli Efti — Tue, 07 Apr 2020 12:55:00 +0000

You want your sales team to dominate their quotas and close deals. But there's a challenge: due to the COVID-19 crisis, all of a sudden your all-star sales team is now working and selling remotely from home. Now what?

How to onboard remote employees

Steli Efti — Mon, 06 Apr 2020 17:21:02 +0000

I like to talk to our new hires after a couple of weeks, and I always ask them the same question: What’s surprised you the most? They’ve gone through the process of searching for a job, they found us, did their research, talked to us, and finally decided to accept an offer.

How to communicate apart while working remotely

Steli Efti — Tue, 31 Mar 2020 19:49:32 +0000

Healthy communication with your team is always important. But healthy communication with a remote team during a global outbreak is paramount.

Winning the emotional war in sales

Steli Efti — Tue, 31 Mar 2020 19:04:46 +0000

Let’s be real for a second: we’re all stressed. There is not a single person on earth right now who is not stressed. Some of us are facing the health crisis with valid concern for our friends and families. Some of us are looking at a completely new work situation.

Selling in a crisis: 12 ways to be proactive in your approach

Steli Efti — Tue, 31 Mar 2020 18:01:17 +0000

The world is shutting down. Things are changing every day. And although I don’t have any clue what’s going to happen, I do have experience selling during a downturn. This is how I keep selling during a crisis, and you can too.

Selling during COVID-19: How to turn a dry pipeline into a well of golden opportunities

Steli Efti — Tue, 31 Mar 2020 13:55:00 +0000

Your sales pipeline is bone dry. The flood of leads and opportunities has turned into a trickle, leaving you scrambling to find new opportunities amidst a worldwide crisis. The dream of having the best quarter ever has turned into a nightmare of missing your quota. What should you do?

How to start every meeting during this crisis

Steli Efti — Thu, 26 Mar 2020 16:45:55 +0000

Anxiety around the world is ramping up to never-before-seen levels. That’s why you need to use the time you have in meetings with your team and with your customers to allay their fears and give them a judgment-free space where they can express themselves.

How to close deals during a pandemic: Avoid these 2 big mistakes

Steli Efti — Thu, 26 Mar 2020 16:34:17 +0000

Everyone is panicking. And with good reason. So, how are you approaching your prospects and customers during a time when their mind is pretty much guaranteed to be on the COVID-19 crisis?

How workflow automation can make inside sales teams more productive

Steli Efti — Wed, 11 Mar 2020 12:55:00 +0000

As an inside sales rep, we want ourselves to close all deals and build connections with prospects. But it can be challenging and distract us from what we really want to accomplish.

Sales Enablement Manager Job Description [Free Template]

Steli Efti — Tue, 10 Mar 2020 12:55:00 +0000

A great sales enablement strategy can be the difference between a deal won and a deal lost. Having a sales enablement manager on your team can make it 10x easier for your sales team to be successful. For an inside sales team, the potential impact of sales enablement is huge.

How to lead a sales team without micromanaging everyone

Steli Efti — Mon, 09 Mar 2020 12:55:00 +0000

Managing people can be tough. Managing a sales team can be even more challenging with all the priorities, tasks, pressure from the C-Suite and the stress of hitting monthly or quarterly quotas.

9 Steps to Create a Virtual Summit: 7,827 Subscribers and 55 Interviews -- in 60 Days

Ryan Robinson — Tue, 03 Mar 2020 14:31:00 +0000

In hindsight, it sounds a little crazy deciding to create a virtual summit from scratch in less than just two months.

The quick guide to creating competitive sales battle cards

Steli Efti — Thu, 20 Feb 2020 13:55:00 +0000

The battle of sales isn’t won with weapons: it’s won with persuasion.

This SaaS sales coach explains the 20% of work that produces 80% of results for sales teams

Megan Mahoney — Mon, 17 Feb 2020 13:55:00 +0000

You just came out of your last meeting of the day, (the ninth one!), and you still aren’t hitting numbers. You’ve reflected on your coaching strategy, the hiring process, the CRM tool, your weekly meeting objectives. You’ve evaluated and tried to optimize everything.

Radical candor for sales teams: How authenticity and transparency close more deals

Steli Efti — Tue, 11 Feb 2020 13:13:48 +0000

It’s an understatement to say that salespeople don’t have the best track record when it comes to trust. For the average person, we’re sleazeballs who will say anything to close a sale.

Why sales reps with a personal brand have a competitive edge

Steli Efti — Mon, 10 Feb 2020 13:55:00 +0000

The idea of a company creating a brand is common today. Think about some of the biggest companies in the world. From the golden arches at McDonald's to the "Swoosh" symbol for Nike, brands have become a large part of our surroundings.

CRM vs spreadsheet: 11 signs it's time to migrate from spreadsheets to a CRM

Steli Efti — Wed, 05 Feb 2020 13:55:00 +0000

It’s time for the showdown: CRM vs spreadsheet. Which one does your business really need?

6 reasons why salespeople win or lose a sale

Rahul Varshneya — Thu, 30 Jan 2020 13:55:00 +0000

Why do salespeople win or lose a sale?

7 things you can’t do with a CRM spreadsheet

Steli Efti — Wed, 29 Jan 2020 13:55:00 +0000

A CRM spreadsheet can be a powerful tool for small businesses to get organized with their contacts and stay on top of their pipeline.

Ultimate sales org chart guide (with awesome tools and templates)

Steli Efti — Mon, 27 Jan 2020 13:55:00 +0000

Your customers love your product, and the revenue is growing quickly. It’s time to expand your operations and take your business to the next level. In this transition, it’s essential that you lay a strong foundation for your sales team.

Which sales commission structure results in the best performance?

Andrew Gazdecki — Thu, 23 Jan 2020 13:55:00 +0000

The short answer is it depends on you, your business, and your goals. There is no magic formula for commission planning. And while that might sound like a cop-out, I’ve been through it several times in previous companies and it’s invariably a test-driven process.

Getting the demo: 3 tips for successful email outreach

Steli Efti — Wed, 22 Jan 2020 13:55:00 +0000

Any salesperson knows that you want to make it easy for the prospect to take the next move.

Using a Google Sheets CRM template: the pros and cons

Steli Efti — Mon, 20 Jan 2020 13:55:00 +0000

If you want to close more deals, you need to be on top of your prospects and customers. That means more than saving super long email threads or organizing your sticky notes and business cards in a filing cabinet.

Introducing Meeting Sync in Close: Meetings, meet context

Steli Efti — Mon, 06 Jan 2020 15:55:51 +0000

There’s a point in most sales processes where you’ve connected with your prospect, and you need to give them a demo, a call back, or the big closing call. Keeping track of those meetings can be a pain—did the lead reschedule, who attended, and what happened next?

How to turn sales analytics data into actionable insights for your sales team

Steli Efti — Thu, 19 Dec 2019 13:55:00 +0000

One of the most misunderstood elements of data gathering is the difference between reporting and analysis. A report is just a summary of key data points about a solution or service.

Inside sales training: What is it? Why it matters? How to do it right.

Steli Efti — Tue, 17 Dec 2019 13:55:00 +0000

I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends.

How to make your time at a conference worthwhile as a sales rep

Steli Efti — Tue, 10 Dec 2019 13:55:00 +0000

Conference season is here, and I'm excited about traveling to different cities and meeting others who are committed, as I am, about succeeding in sales.

4 powerful sales outreach ideas that will increase your success rates

Steli Efti — Mon, 09 Dec 2019 17:40:47 +0000

I’m going to be honest with you: No matter how great a salesperson you are, you can benefit from some new ideas every now and then.

4 Tips for Creating Signature-Grabbing Proposals

Emily Roberts — Wed, 04 Dec 2019 13:55:00 +0000

To accelerate your sales cycle and close more deals, you’ll need to create professional proposals that present information in a clear, aesthetically pleasing way.

15 best cold calling books to take your sales team to new levels

Steli Efti — Tue, 03 Dec 2019 13:55:00 +0000

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects, sending cold emails, booking meetings, maybe following up a couple of times, and finally closing the deal.

How to Launch a Cold Canvassing Campaign: 5 Simple Steps

Steli Efti — Mon, 02 Dec 2019 13:55:00 +0000

You are relentlessly dialing hundreds of numbers every day. When you’re directed to voicemail, you’re religiously following up. Even when you get rejected, you pull your chin up and keep calling because you know it’s a numbers game.

Should you outsource your SDR team? The 3 most important things to consider.

David Dulany — Fri, 22 Nov 2019 00:59:30 +0000

The Board wants to see an increase in revenue, fast. Your sales team needs more pipeline. Your in-house Sales Development program seems to be going around in circles.

Introducing Pipeline Views in Close CRM

Steli Efti — Wed, 20 Nov 2019 17:21:39 +0000

Managing your sales pipeline in Close is now even simpler, thanks to our new, customizable Opportunity Pipeline View.

Stop Saying Yes: Four Reasons You Should Start Saying No

Steli Efti — Tue, 05 Nov 2019 12:41:28 +0000

Sales reps want more and more prospects in their pipeline each day. And they want to close every single one of them. You know it. I know it.

How to sell to non-believers: Turn doubt into trust

Steli Efti — Mon, 04 Nov 2019 13:55:00 +0000

“Our product works. It saves our customers a lot of money. We can prove it. Heck, we even do a pilot for them when they ask. Afterwards, they see the numbers, the data confirms our claims. But they still don’t buy!What are we doing wrong?"

6 strategies for creating qualified sales conversations on LinkedIn

Viveka von Rosen — Sat, 02 Nov 2019 03:48:53 +0000

Do you recognize yourself in any of the following statements?

Why You Need to Step Away from the Keyboard & Meet People for Coffee

Steli Efti — Thu, 31 Oct 2019 12:55:00 +0000

The world, as we know it today, is much more fast-paced than it once was. Technology is making it so that we can work remotely and reach people across the world just as quickly as we can someone just down the hall.

Selling to Bad-Fit Customers Will Kill Your SaaS Startup

Steli Efti — Wed, 30 Oct 2019 12:55:00 +0000

Failing to find the right audience for your business will guarantee a startup's failure. As founders tend to be fanatical about closing their first customers and hustling their way to initial traction, they need to keep in mind that not all customers are created equal.

Outbound sales CRM: What it is and which is best for your team

Steli Efti — Mon, 21 Oct 2019 12:55:00 +0000

What's the most important tool in outbound sales? If you said "a phone," you're right. Well, sort of. If you want to kick ass at cold calling, you need something way more powerful than a phone.

Enterprise Sales Lessons: How I Almost Closed Google, Intuit & Oracle

Steli Efti — Tue, 08 Oct 2019 15:42:00 +0000

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. Here’s the story of how it made my first startup go belly-up.From B2C to B2B It was mid 2007. We were a tiny team—just myself as the founder and one engineer.

Hiring for Startups: How to Recruit the Un-Recruitable

Steli Efti — Thu, 03 Oct 2019 15:29:00 +0000

Startup recruiting is hard. The challenge is twofold: finding incredible talent and then making them want to join your team.

How to Avoid the "Just Checking in" Circle of Death

Steli Efti — Wed, 25 Sep 2019 16:55:30 +0000

Hey there - I’m just checking in on our last conversation… Hey there - I’m just checking in on whether you saw our proposal… Hey there - I’m just checking to see if you had a chance to review our… Ok. We get it. You’re just checking in. But here’s the thing:

B2G sales: How startups can sell to government agencies

Steli Efti — Tue, 24 Sep 2019 12:24:00 +0000

Here's how a tiny company started closing huge deals with federal government agencies—and how you too can get started in B2G (business-to-government) sales.

7 Ways to Supercharge Your Selling Process

Steli Efti — Mon, 23 Sep 2019 12:09:24 +0000

Do you have 100% confidence in your selling process? Are you sure that every step from lead generation to closing is as effective as possible? If not, you have some work to do. First, make sure that you've built your selling process from the ground up for success.

Product-led, sales-led, or marketing-led growth: Which is best?

Aggelos Mouzakitis — Fri, 30 Aug 2019 12:55:00 +0000

Statistically, 70% of online businesses fail due to a less than optimal usability. Users expect meaningful experiences that “show and don’t tell,” with the products that they are going to buy.

Is your sales team wasting too much time on low-value leads? Lead scoring is the solution

Moritz Dausinger — Wed, 28 Aug 2019 12:55:00 +0000

You get to work in the morning. Your favorite CRM overflows with the names of people who signed up for your product recently. You can also see everyone who’ve been using it for a while. Sound familiar?

When should you invest in a predictive dialer?

Steli Efti — Tue, 27 Aug 2019 10:17:00 +0000

A predictive dialer makes selling so much more exciting, doesn’t it? Sales teams that have it, have superpowers of sorts—they can close more sales, can reach a wider audience and don’t have to worry about wasting time listening to voicemails or busy tones when making outbound calls.

9 ways to improve email deliverability

Sujan Patel — Tue, 20 Aug 2019 12:55:00 +0000

For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics.

Why more sales teams should embrace a leaderboard

Steli Efti — Mon, 19 Aug 2019 12:55:00 +0000

The best part about competition is that we discover what we're capable of achieving—and how much more we can actually do than we might have believed. It’s an internal passion for competition that inspired many executives to start their careers in sales.

Six key follow up principles that you should keep in mind

Steli Efti — Wed, 14 Aug 2019 12:55:00 +0000

In the business world, rarely are deals closed on day one.

How to turn an outside sales rep into an inside sales rep

Steli Efti — Tue, 13 Aug 2019 12:55:00 +0000

There’s an old saying that you can’t teach an old dog new tricks. In other words, if someone has been doing something a certain way for years, they’ll never abandon those methods, no matter how outdated they become.

5 ways to overcome the "Your product is too complicated" sales objection

Steli Efti — Mon, 22 Jul 2019 12:16:11 +0000

If you're selling anything more complex than paper clips, your product can be intimidating. It could be software, or office equipment, or social media management. Any of those things can seem very complicated.

3 things your CRM needs today to empower your sales team for tomorrow

Steli Efti — Wed, 10 Jul 2019 12:55:00 +0000

When it comes to CRMs, the competition is extremely fierce—in fact, there are more than 500 CRMs listed on sites like G2 Crowd and Capterra.

The 3 stages of sales reporting

Steli Efti — Mon, 01 Jul 2019 12:55:00 +0000

Sales reporting seems like it should be pretty easy—measure what you've done, put it in a spreadsheet, and use it to improve your sales process. Simple.

Introducing NEW Activity Overview & Activity Comparison reports

Madhav Bhandari — Tue, 14 May 2019 12:51:33 +0000

Let me ask you one thing today: How do you currently track your sales team’s performance? How do you understand which sales rep is closing the most deals, which sales rep has a high deal closing % and which sales rep brought in the most amount of revenue in Q1 this year?

Sales Team Management: How to Offboard a Sales Rep the Right Way

Steli Efti — Mon, 13 May 2019 12:55:00 +0000

Imagine that one of your best sales reps tells you she’s leaving the company

How we used the power of the follow up to get the Close.com domain

Steli Efti — Mon, 29 Apr 2019 12:55:00 +0000

Just a few weeks ago, we announced our rebrand as Close and shared the news that we purchased the close.com domain name.

Sales Script Update

Steve Tartaglione — Fri, 26 Apr 2019 18:15:56 +0000

If you’re doing inside sales, you know that a phone call can be an incredibly effective tool to reach out to potential customers and close deals.

Big announcement! We’ve purchased close.com and rebranded as Close

Steli Efti — Mon, 15 Apr 2019 10:13:16 +0000

I’m excited to finally announce that we’ve purchased close.com and we’ve officially rebranded ourselves as Close. This change has been a long time in the making over here, and it’s the start of much more fun to come.

How to sell to prospects who want more features

Steli Efti — Mon, 08 Apr 2019 12:55:00 +0000

Here's a situation salespeople find themselves in often: your potential buyer wants more features from the product. They want a "feature-complete solution" that checks off all the boxes.

How selling nothing is the most effective sales networking hack

Steli Efti — Mon, 25 Mar 2019 12:55:00 +0000

Sales networking is one of the most painful activities in the business world. It usually involves awkward, over-enthusiastic pitches to people who are tired, impatient, and just want to get to their next panel discussion.

How to develop a winning sales mindset: Critical self talk vs pep talk

Steli Efti — Mon, 18 Mar 2019 12:55:00 +0000

We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes. You kick yourself, try to focus on the topic at hand, and wonder why you always have trouble sticking to the topic.

The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it

Steli Efti — Mon, 11 Feb 2019 13:55:00 +0000

Let me tell you a story about a friend of mine. We’ll call him Alexander.

Sales objection: We're already doing this in-house

Steli Efti — Mon, 28 Jan 2019 13:55:00 +0000

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection:

B2B Appointment Setting: How to Book More (and Better Quality) Sales Meetings

Steli Efti — Tue, 22 Jan 2019 13:55:00 +0000

Booking high-quality meetings is one of the most underappreciated opportunities sales teams have. We all want to learn the best tactics for negotiating and closing deals. But try getting people excited about appointment setting.

How to create high-converting sales email drip campaigns (webinar)

Ryan Robinson — Mon, 15 Oct 2018 17:47:50 +0000

Here's the recording of today's webinar about how to create high-converting sales email drip campaigns with our own Nick Persico and Richard Muscat.

In-person vs. virtual selling: How modern teams can use this classic sales strategy

Steli Efti — Mon, 30 Jul 2018 12:55:00 +0000

For startups and technology enabled sales teams, meeting a prospect in person feels like a waste of time. Why spend half a day with just one customer, when you could email or call hundreds? But while this might feel like common knowledge, it doesn’t mean in-person selling is dead.

Want to move up the startup ladder? Start managing from day one

Steli Efti — Mon, 16 Jul 2018 12:55:00 +0000

Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers.

Turn a hard no into a yes with the easiest follow-up technique I know

Steli Efti — Mon, 25 Jun 2018 12:55:00 +0000

Every sales rep hates hearing no. But it’s just part of the job, right? You can’t win every deal and when a prospect turns you down, it’s time to just move on. But hearing no doesn’t always mean you did something wrong. You might just be talking to the wrong person.

The keys to maintaining a great culture within a remote sales team

Steli Efti — Wed, 20 Jun 2018 12:55:00 +0000

If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live.

Sales Benchmarks: The 30/50 rule for cold emailing & cold calling

Steli Efti — Mon, 18 Jun 2018 12:55:00 +0000

One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate.

Stand out and sell more: How reps can crush the competition (Q&A webinar)

Ryan Robinson — Thu, 14 Jun 2018 16:04:21 +0000

Here's the recording of yesterday's webinar with Drift and Chorus.ai about how to stand out as a sales rep in a crowded industry. Tune in below!

GDPR for sales: 10 things sales reps need to know about cold emailing and calling

Jory MacKay — Wed, 13 Jun 2018 15:36:41 +0000

If your sales process relies heavily on cold emailing or calling prospects, the new European General Data Protection Regulation (GDPR) isn’t great news for you.

How to build a scalable sales process (Q&A webinar)

Ryan Robinson — Wed, 06 Jun 2018 22:08:40 +0000

Here's the recording of today's webinar about how to build a scalable sales process (no matter the stage you're in today). Tune in below!

How to turn a bully prospect into a paying customer

Steli Efti — Mon, 04 Jun 2018 12:55:00 +0000

The last thing any inside sales rep wants to hear when they pick up the phone is: You suck!

15 questions you should ask during an inside sales interview

Steli Efti — Thu, 31 May 2018 03:24:10 +0000

So you’re looking to build out your inside sales team and you’ve lined up a full day of interviews with potential new hires.

Selling with an accent? Here’s how to make sure you’re heard

Steli Efti — Tue, 29 May 2018 12:55:00 +0000

“Sorry. What was that?” It’s every salesperson’s worst nightmare. You’re deep in your pitch. Your prospect is hanging onto every single word you say. And then wham! It turns out their silence wasn’t because they were so blown away, but because they didn’t understand a word you were saying.

How to Use UX to Design High-Converting Cold Emails, Calls, and Product Demos

Steli Efti — Mon, 21 May 2018 12:55:00 +0000

As salespeople, we can be naturally selfish. When we write emails or make cold calls, we’re only concerned with what we want: a response, a demo, a sale. But we don’t think about what our prospect is experiencing. And this is a huge missed opportunity.

How top sales reps use conversational selling to close more deals

Ryan Robinson — Thu, 17 May 2018 04:30:41 +0000

Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai and Close.

How to optimize your pricing strategy (for sales growth) with Patrick Campbell and Kyle Poyar

Ryan Robinson — Wed, 25 Apr 2018 19:57:11 +0000

Here's the recording of today's webinar on how to optimize your pricing strategy with Price Intelligently's Patrick Campbell, OpenView's Kyle Poyar and Steli.

Here's how you REALLY know if a sales call went well

Steli Efti — Mon, 23 Apr 2018 12:55:00 +0000

You hang up the phone… An hour long sales call is now in the books. It was a quality lead you’ve been trying to get time with for a while.

How to know when exactly you should contact your prospects

Steli Efti — Mon, 09 Apr 2018 11:07:35 +0000

When we talk about sales strategies, it’s easy to obsess over specifics. How to write the best cold email or sales script. Where to find your prospects. How to ask for the close. But there’s one crucial fundamental that so many salespeople ignore: Timing.

Sales follow-up text messages: Convert more leads with SMS

Steli Efti — Wed, 28 Mar 2018 12:55:00 +0000

The year is 2018 and millennials are dominating the workforce.

How to use relationship intelligence to grow sales with Paul Teshima of Nudge.ai

Ryan Robinson — Wed, 21 Mar 2018 17:39:07 +0000

Today, we've got a recording of last week's webinar on how to use relationship intelligence to grow sales with Nudge.ai's Paul Teshima and Steli.

How to build a great inside sales system (without all the hard work)

Steli Efti — Thu, 15 Mar 2018 00:54:01 +0000

So you're looking to systematize your inside sales process so it's easier to onboard new talent and give them the steps they need to succeed...

How to hire a salesperson for your startup: 4 stages of sales hiring

Steli Efti — Mon, 05 Mar 2018 13:00:00 +0000

I often talk about sales hiring with B2B startup founders who are beginning to see success. They've developed their product to a point where the few customers they have keep using it regularly. Their retention rates are okay and they have early signs of revenue growth.

How to perfect your cold email outreach with Sujan Patel of Mailshake and Evan Santa of Vidyard

Ryan Robinson — Wed, 28 Feb 2018 14:17:39 +0000

Today, we've got a recording of yesterday's value-packed webinar about perfecting your cold email outreach with Sujan Patel (Mailshake), Evan Santa (Vidyard) and Steli.

The Non-Ideal Customer Profile: How knowing who not to sell to can save your company

Steli Efti — Mon, 26 Feb 2018 13:55:00 +0000

Picture this: You’re the founder of an early stage SaaS company. You’ve been prospecting and going after your first few clients, when all of a sudden, a massive enterprise company starts waving cash in front of you. They found you and they want to buy what you’re selling.

What To Do When Customers Ask for a Discount (+ Why You Shouldn’t Give Them One)

Steli Efti — Mon, 19 Feb 2018 13:55:00 +0000

Everybody wants a deal. Especially your prospects. And while you probably think giving 10% or 20% off isn’t a big deal, giving discounts just to win business can cost you more than money. It can kill your company.

Ultimate guide to business networking (to grow your sales pipeline)

Ryan Robinson — Wed, 14 Feb 2018 13:55:00 +0000

If you’re like most well-adjusted people, the term business networking probably conjures images of awkward conversations, uninvited solicitations, and way too many sweaty palms. But your career, and more importantly, your business, relies on your ability to nurture relationships.

This is how you get a reply to your outreach without annoying people

Steli Efti — Wed, 07 Feb 2018 13:55:00 +0000

Email outreach can be a powerful too. Much like cold calling, a cold email can unlock massive opportunities. If you craft your emails well, they can be your foot in the door with the Fortune 500 clients you’ve been dreaming of..

Investors turn founders into insecure little teenagers

Steli Efti — Wed, 24 Jan 2018 13:55:00 +0000

Many founders lose confidence when they meet with investors. On the quest for validation, their entrepreneurial courage goes right out the window.

Why Successful Sales Leaders Embrace Vulnerability

Steli Efti — Thu, 18 Jan 2018 09:14:31 +0000

Leaders like to communicate strength. In good times and bad, they project confidence almost by default. Whether they’re founders, CEOs, or sales managers, they operate as if they’re powered by unending supplies of courage.

How to sell services like a sales pro

Steli Efti — Mon, 08 Jan 2018 13:55:00 +0000

When you’re running a services business, it’s easy to set yourself up for failure. Unscalable sales processes, unsustainable pricing models, and bad contracts can all spell doom for the future of your company.

How inside sales managers can be better at inspiring their teams

Steli Efti — Thu, 04 Jan 2018 13:55:00 +0000

So your sales team isn’t selling. But your incentives and commission rates are friendly, you went through the right hiring processes, your salespeople all have great track records, the product they're selling has proven interest, and the sales pipeline is full.

How to run customer meetups (and why they matter)

Steli Efti — Wed, 03 Jan 2018 13:55:00 +0000

I always felt like customer meetups were a luxury. They helped you look good on social media—“Look at all the fun we’re having with our customers!”—but they didn't actually generate much value.

11 cold calling tips to get prospects to stay on the line

Brad Smith — Wed, 20 Dec 2017 17:55:00 +0000

If you think cold calling is a dead form of outreach, you’re wrong.

How to make the transition from services to software

Steli Efti — Mon, 18 Dec 2017 13:55:00 +0000

When you run a services business, it’s only natural to think, “You know, this would be a whole lot easier if we were a software company.”

12 sales kickoff meeting ideas & best practices to rally your team

Ryan Robinson — Wed, 13 Dec 2017 13:55:00 +0000

In today’s fast-paced world, the humble sales kickoff meeting might seem like a relic of older, simpler times.

Why service is the most important part of SaaS

Steli Efti — Mon, 11 Dec 2017 13:55:00 +0000

Too many startups focus on the first S in SaaS, but they forget all about the second one. When software and service aren’t equal priorities, it’s impossible to build a successful company.

When a prospect hangs up on you, this is what you need to do

Steli Efti — Wed, 29 Nov 2017 13:55:00 +0000

We're so excited about the launch of Close's new Power Dialer that we decided to share more call-related content with you. To learn more about the Power Dialer, read our announcement on the Close blog, or visit our website.

How to get a sales job with top startups (12 best websites to find sales jobs)

Ryan Robinson — Wed, 22 Nov 2017 13:55:00 +0000

Ahh... the life of having a cushy sales job.

How to Create a Killer Startup Pitch

Steli Efti — Mon, 13 Nov 2017 13:55:00 +0000

Why do most startup pitches suck? Because they follow a flawed formula.

How to convince your prospects to switch software (REPUB DRAFT)

Steli Efti — Wed, 08 Nov 2017 23:44:41 +0000

When you talk to prospects about switching software, you almost always encounter resistance. So how can you manage—and overcome—that resistance?

Want to close more deals? Just show a little vulnerability

Steli Efti — Mon, 30 Oct 2017 12:55:00 +0000

If you want to build a prospect’s trust, stop acting like a sales hero.

7 modern sales forecasting strategies for startups (and how to pick the right one for you)

Ryan Robinson — Wed, 25 Oct 2017 12:55:00 +0000

If you’re looking for a crystal ball to see what your business will look like in a year from now, there are few things as powerful as accurate sales forecasting.

SaaS Sales For Startup Founders (free book)

Steli Efti — Wed, 25 Oct 2017 07:36:19 +0000

SMBs in the U.S. have quadrupled their spending on SaaS subscriptions in the past two years. There's a lot of competition in the SaaS market today. And it's increasingly more difficult to attract new customers—startups release cheap versions of SaaS products every day.

How to close more deals with the best sales technique I ever learned

Steli Efti — Mon, 16 Oct 2017 09:58:00 +0000

When I was 18 years old, I used to think that selling was all about talking.

How to stop sales reps from stealing from your startup

Steli Efti — Mon, 09 Oct 2017 12:55:00 +0000

Every so often, salespeople do some really shady shit.

How to build relationships with influential people

Steli Efti — Mon, 02 Oct 2017 12:55:00 +0000

We all want to build strong, long-lasting relationships with influential people—whether they’re CEOs, investors, advisors, or your personal heroes.

How Close built a killer content marketing machine

Steli Efti — Mon, 25 Sep 2017 12:55:00 +0000

There’s a reason why we've created so much content over the last four years, and it’s not just because we like hearing ourselves talk.

The wannabe hustler: How to (actually) make big things happen

Steli Efti — Tue, 05 Sep 2017 12:55:00 +0000

You may think you’re a hustler, but there’s a right and wrong way to get shit done.

5 smart secrets to crafting an email that always gets opened

Steli Efti — Tue, 29 Aug 2017 15:46:49 +0000

There’s a simple checklist I use before pressing send on every outreach email.

5 struggles every inside sales rep feels (and how to overcome them)

Steli Efti — Wed, 23 Aug 2017 12:55:00 +0000

There’s no question that inside sales can be a challenge.

How to create a sales call script [Free template]

Steli Efti — Mon, 21 Aug 2017 12:35:00 +0000

If you’re doing inside sales, you know that a phone call can be an incredibly effective tool to reach out to potential customers and close deals.

How startups can align inside sales & inbound marketing

Steli Efti — Wed, 16 Aug 2017 12:55:00 +0000

For some founders, aligning sales and marketing is an uphill battle

Want to start a company in Silicon Valley? Don’t do what I did (the first time)

Steli Efti — Mon, 07 Aug 2017 12:55:00 +0000

Every year, hundreds of startup founders move to Silicon Valley. But even if you’ve had success elsewhere, it’s a risky move.

Why the best inside sales people network with people outside their industry

Ramin Assemi — Wed, 02 Aug 2017 12:55:00 +0000

Early in my career, the majority of my business contacts came from my immediate circle. They were people who wrote about the things I wrote about. Thought about the world the way I did. Did the kind of work I did and even spent the majority of their time at the same events I went to

5 person sales team? Here's how to create predictable performance

Steli Efti — Wed, 12 Jul 2017 12:55:00 +0000

What’s makes a great salesperson? Consistency. And this just gets more important when you’re dealing with a sales team.

Sales managers, here's how to handle a rebellious rep

Steli Efti — Mon, 03 Jul 2017 12:55:00 +0000

You’re managing a successful sales team, but one of your reps frequently rebels against you. They don’t play by the rules, and they resist many of your directions.

What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

Ramin Assemi — Wed, 28 Jun 2017 12:55:00 +0000

In the inside sales rep’s toolkit, LinkedIn is definitely a hammer. But as with any tool, if you’re not equipped with the training and knowledge to use LinkedIn correctly, you’re never going to reap the full benefits.

3 things every cold email should have (backed by research)

Ramin Assemi — Wed, 21 Jun 2017 12:55:00 +0000

Have you ever sent an email and been met with nothing but silence on the other end? Have you ever put in the effort to rewrite an email four or five times and still heard crickets?

Want to close more deals? This is the 1 question you need to ask

Steli Efti — Mon, 19 Jun 2017 12:55:00 +0000

How often are your deals derailed by the unexpected?

The founder’s guide to sales operations

Nick Persico — Mon, 12 Jun 2017 12:55:00 +0000

For those of us in startup world, we’ve all heard and lived the phrase: “Do things that don’t scale”. Feature Announcement Email Sequences: email drip campaigns for salespeople. Schedule sequences of emails to be automatically sent over days or weeks.Learn moreortry for free.

How to overcome the “your startup is too small” objection

Steli Efti — Mon, 05 Jun 2017 12:55:00 +0000

You’ve managed to impress a roomful of enterprise-level executives. They love your product. They share your vision. And they laughed at the cat joke you practiced all morning.

Permission is for suckers: Why I made this intern a co-founder of my company

Steli Efti — Tue, 30 May 2017 12:55:00 +0000

Several years ago, I sold everything I owned and bought a one-way ticket to Silicon Valley. I planned to build what I thought would be my legacy—a billion-dollar business that would change the world.

How to keep misalignment from killing your startup

Steve Tartaglione — Wed, 24 May 2017 13:55:00 +0000

When your car has an alignment issue, it’s difficult to stay on course. The same is true for your company. If everyone isn’t working toward a common goal—if one tire is tilted even slightly—you might just end up in a ditch.

Why creativity kills sales scalability (and how to fix it)

Steli Efti — Mon, 22 May 2017 12:55:00 +0000

I’m not gonna lie: I’m a great salesperson. Humbleness aside, I've pretty much always been. But as long as we’re being honest, I’ve got a confession, too: I was a terrible sales manager.

How to follow up with sales prospects in 2019 [1 hour crash course]

Crystal Williams — Wed, 10 May 2017 13:13:05 +0000

The first call. The first email. The first meeting. Getting the ball rolling is the easiest step but if you don’t have a follow-up plan, you’ve already lost. Why? Because amazing deals and valuable relationships don’t happen on the first try, or even the second or third try.

C-level sales for startups: Ask for advice and you’ll get money

Steli Efti — Mon, 01 May 2017 12:55:00 +0000

In the early days of your startup, the ultimate validation is money.

Free book: The Follow-up Formula: How to Get Everything You Want by Doing What Nobody Else Does

Crystal Williams — Wed, 26 Apr 2017 12:55:00 +0000

The follow-up bible has arrived! Grab your free copy of The Follow-up Formula: How to Get Everything You Want by Doing What Nobody Else Does.

NYC Enterprise Sales Forum: Fireside Chat with Steli Efti

Crystal Williams — Tue, 25 Apr 2017 12:55:00 +0000

Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you'll still get value out of listening.

13 ridiculous sales hiring mistakes even smart sales leaders make (and how to fix them)

Ramin Assemi — Mon, 24 Apr 2017 12:55:00 +0000

Here’s a simple truth: The world has too many mediocre salespeople, and not enough great ones. Which makes hiring the great ones really, really difficult.

Price negotiations: How to respond when a competing vendor underbids you

Steli Efti — Mon, 17 Apr 2017 12:55:00 +0000

You’ve put yourself in an enviable position as a salesperson. Over the course of several weeks or months you’ve worked hard to qualify a prospect, familiarize him with your product and build a relationship.

Sales leaders, here’s how to deliver bad news to your team (a no B.S. 5-step guide)

Steli Efti — Mon, 10 Apr 2017 12:55:00 +0000

Another Monday morning: The sun’s shining, the investors are happy, and the entire office seems to be in an exceptionally good mood. You can just tell it’s gonna be a great week. Or so you thought, until you got that call.

Top tips for crushing your Demo Day pitch

Steli Efti — Mon, 03 Apr 2017 08:57:43 +0000

This is it: Demo Day. The day you’ve been waiting for, and the day every moment in your incubator was preparing you for. Are you ready?

Why this $15M revenue startup trains all their Account Managers with Close’s Product Demo book

Claudio Santori — Wed, 29 Mar 2017 12:55:00 +0000

Smartly.io is a fast-growing Facebook ad optimization solution for agencies and performance marketers. I joined them as employee #32 in the summer of 2015. A few months later, our team had grown to double that size. Now, we’re almost 120 people, and we’re looking to hire 80 more.

5 lessons inside sales reps need to learn from field salespeople

Steli Efti — Mon, 27 Mar 2017 12:55:00 +0000

You’ve heard me say it before and you’ll hear me say it again: Sales is changing, fast, and nowhere is this more evident than in the decline of field sales.

My best sales tools ever: The (free) Startup Sales Resource Bundle

Steli Efti — Tue, 21 Mar 2017 12:55:00 +0000

You’re on the hunt for the best sales tools and advice. But it’s hard to know where to look, what information to consider valuable, and which tools to use.

4 simple words that unlock difficult sales conversations

Steli Efti — Mon, 20 Mar 2017 13:55:45 +0000

Ever been in a sales conversation that's been going nowhere? A negotiation that's been stuck? There's a magic four-word-sentence that can resolve these situations and help you get a real dialogue going. Just say the words: "Help me out here."

5 actionable ways to improve communication between your product and sales team

Nick Persico — Wed, 08 Mar 2017 15:00:00 +0000

Through technology and a desire for transparency, companies are finding it easier to get teams to work together.

Is Y Combinator (still) worth it? Yes, but only if you do this 1 thing

Steli Efti — Mon, 06 Mar 2017 13:55:00 +0000

Is Y Combinator worth it? It’s funny: You can ask two totally different YC alumni that question and get two totally different answers, even if they both attended the same batch.

We tried to recruit these 2 people for 5 years. It was worth every minute.

Steli Efti — Mon, 27 Feb 2017 13:55:00 +0000

Show up. Follow up. Follow through. The Hustle Formula. If there’s any real “secret” to success, that’s it.

Sales career advice: How to find the right sales team

Steli Efti — Mon, 20 Feb 2017 13:55:00 +0000

So you want to join a sales team. But not just any sales team: You want to join the right team, the best team. And that’s great! But how do you find that team? I’ve got the answer, but you’re not gonna like it: It depends.

The winning growth formula: How marketing, sales, and success need to get their shit together

Steli Efti — Wed, 01 Feb 2017 13:55:00 +0000

I recently gave a presentation at Growth Marketing Conference, sharing the lessons I’ve learned about creating alignment between marketing, sales, and success. Find out why it’s so important, how to recognize signs of misalignment, and most importantly how to align these three departments.

Startup recruiting: Play the “Game of Weakness”

Steli Efti — Mon, 30 Jan 2017 13:55:00 +0000

Interviews are like first dates, where the candidate and the interviewer try to pass off the best versions of themselves. Candidates sell you on their immaculate resumes, and some canned responses. You sell them on unlimited coconut water, and a foosball table.

How HouseCall Pro increased their close rate by 15% using SMS

Nick Persico — Wed, 18 Jan 2017 12:24:07 +0000

Roland Ligtenberg and his team at Housecall Pro have been using SMS as a critical part of their sales process for some time. We had their team participate in our closed SMS beta to provide that same honest and direct feedback our product team has always relied on.

Startup culture is killing sales teams. Here’s how to save yours.

Steli Efti — Mon, 16 Jan 2017 16:00:00 +0000

Startup sales teams: We’ve made a mistake. In our haste to distance ourselves from the sleazy, Wolf-of-Wall-Street-style salespeople of yore, we’ve over-corrected. Now, instead of being too hostile, modern day salespeople are too friendly; not necessarily with prospects, but with one another.

5 sales trends you must ignore to succeed in 2017

Nick Persico — Tue, 10 Jan 2017 16:16:56 +0000

I always find myself stumbling across these articles every new year: Is 2017 The Chatbot Year?, 2017 Will Be the Year of AI, 2017: The Year of Machine Learning, Intelligent Content and Experiences.

How to run the perfect sales pipeline review meeting

Steli Efti — Mon, 12 Dec 2016 15:23:00 +0000

The sales pipeline review. Probably the one meeting that makes your sales reps sweat the most. But its purpose is crucial: Keep deals moving through the funnel.

Controlling sales conversations: 3 steps to keep your sales calls on track

Crystal Williams — Wed, 07 Dec 2016 16:00:00 +0000

Imagine yourself telling a difficult prospect, “You've enlisted my expertise and you've rejected it to go on the way you've been going. I'm not interested in that.” Before you can walk away, the once reluctant prospect is now anxious to do business with you.

5 metrics B2B startups need to focus on to scale from 100 to 1,000 customers

Steli Efti — Mon, 28 Nov 2016 16:00:00 +0000

If you managed to land your first 100 customers, congratulations! You’ve already made it further than the majority of startups ever will.

Get 457% More Replies to Sales Emails With the 1, 2, 3 Email Hack

Steli Efti — Mon, 21 Nov 2016 16:00:00 +0000

Any great salesperson knows that you want to make it as simple as possible for your prospect to take the next step. Yet, so many reps send out sales emails that make their prospects do all the heavy lifting. (Most of the time, prospects won’t. They just delete the email. Opportunity lost.)

Backchannel sales: How to close more deals with less effort by involving others

Steli Efti — Wed, 16 Nov 2016 16:07:30 +0000

You’ve qualified a prospect and know they’re a good fit. It would be in their own interest to buy from you, because no other product or service will provide as much value to them as yours.

The ultimate sales management toolkit (7 free templates to scale your sales team today)

Steli Efti — Thu, 10 Nov 2016 16:40:57 +0000

Great sales managers leave nothing to chance. At least that is one of the key takeaways from the Harvard Business Review article, “The 7 Attributes of the Most Effective Sales Leaders”.

PODIM 2016: Learning to say NO! The secret power of hyperfocused startups

Steli Efti — Mon, 31 Oct 2016 16:54:10 +0000

Hustling is about showing up, following up, and possibly messing up until you hear "yes". But success isn't just about hearing yes—it's also about learning to say "no". Learning to say that one word is the difference between hyperfocused and successful startups vs distracted and failing startups.

Getting started with storyselling: How your salespeople can close more deals by telling stories

Jo Johansson — Wed, 26 Oct 2016 15:05:31 +0000

The first potato chip ever made was intended as an insult. The year was 1853. George Crum was a chef at the upscale Moon’s Lake House in Saratoga Springs, NY. One day, a patron complained about Mr. Crum’s fried potatoes. He called them soggy and bland. He sent them back and demanded a new batch.

Improve your sales calls: Feedback that’ll boost the performance of your senior sales reps (Free checklist)

Steli Efti — Wed, 19 Oct 2016 18:36:31 +0000

In our previous post, we explored how to successfully evaluate sales calls with your junior reps. The post tackled seven attributes that are crucial to having a successful sales call. 1. Setting a goal 2. Knowing the pitch 3. Sticking to the facts 4. Exercising confidence 5. Maintaining high energy

How we use our CRM for customer success

Liz Stephany — Wed, 31 Aug 2016 15:00:09 +0000

At Close, our CEO Steli Efti preaches on the power of the follow up, and our Success team lives by these words too. Here's how the Close Success team built a reputation as a trusted advisor for sales teams around the globe.

Spot bad fits early: 20 red flags for sales hiring

Steli Efti — Mon, 29 Aug 2016 15:00:22 +0000

Hiring is a tough nut to crack. The amount of dilly-dalliers that hide behind good looks and quick wit is impressive. So how do you weed out bad candidates?

Toxic sales culture? Here’s what happened and what to do about it

Steli Efti — Mon, 15 Aug 2016 15:00:00 +0000

Arguments. Politics. Tension. Your salespeople hate each other. They hate their workplace. They want to see everyone else fail. Perhaps you say to yourself, “Maybe things will get better.” No.

10 most common mistakes new sales managers make

Steli Efti — Wed, 10 Aug 2016 15:00:00 +0000

You just got promoted. Previously you were in a sales role as an account executive. You were doing a great job, and as a result you received a shiny new title with new responsibilities.

Stay calm and close deals: How to effectively deal with stress in your sales team

Jo Johansson — Wed, 27 Jul 2016 15:00:00 +0000

Commissions. Quotas. Competition. There are plenty of stress triggering factors in the daily life of a salesperson. By nature, salespeople are put in situations that create a high-stress environment.

Clouded judgement: Convince your sales team to move from on-premise software to SaaS

Steli Efti — Mon, 18 Jul 2016 15:00:10 +0000

By 2018, the enterprise SaaS market is expected to increase five times over and be worth a whopping $50.8 billion in revenue, representing over a quarter of the entire worldwide enterprise application market. There’s no doubt about it: SaaS is the future of the software industry.

The secret to successful and lasting co-founder relationships

Steli Efti — Mon, 11 Jul 2016 15:00:00 +0000

Building a business is hard as hell. Keeping it afloat is even harder.

Entrepreneurship: Why you should make the jump

Steli Efti — Fri, 08 Jul 2016 16:04:22 +0000

When was the last time you felt excited about a Monday? Or any workday for that matter?Can’t remember? Then perhaps it’s time for a change.

Crush your goals with this 5-task to-do list

Steli Efti — Mon, 04 Jul 2016 15:00:00 +0000

When was the last time you completed your daily to-do list? A mere 11% of professionals worldwide say they accomplish everything on their to-do list by the end of the workday. Not a great looking number.

"David, I'm not going to buy this": How a 2-minute shortcut turned into a $200 loss

Jo Johansson — Thu, 30 Jun 2016 15:03:40 +0000

I was walking through the Westfield mall in San Francisco when I suddenly hear: “Nice jacket! Where is it from?” I turn around and spot a guy neatly dressed in black plants and a black shirt, standing next to a mall kiosk perfectly located by the huge skylight.

Killing the startup myth: “We never marketed our product”

Steli Efti — Wed, 22 Jun 2016 15:00:00 +0000

What’s the quickest way to tell any investor, advisor, or experienced entrepreneur that you have no idea what you’re doing? Simple. Just tell them this: “We didn’t spend any money on marketing.”

How to get hired at a startup in 3 steps

Steli Efti — Tue, 14 Jun 2016 15:03:39 +0000

Every year, more and more people are leaving the security of their corporate jobs for the thrill of working at a startup. Maybe you’re thinking about making the switch yourself, but you’re not sure if it’s for you. And even if it is, you aren’t sure how to make the change.

This is how you should launch your startup

Steli Efti — Mon, 13 Jun 2016 15:00:00 +0000

You finally did it. After all that time spent on design, development, and testing—you’re ready to launch your startup. Now it’s time to figure out how to launch it.

Product update: Archiving email templates, emojis, revamped Support Center and more

Jo Johansson — Thu, 09 Jun 2016 15:01:08 +0000

We have a bunch of exciting product updates to share with you that will make your sales process more effective.

The fastest way to getting smart is looking stupid

Steli Efti — Mon, 06 Jun 2016 15:00:54 +0000

Recently, I was talking to an intern here at Close. Someone who’s incredibly talented, very smart, hardworking and disciplined. After a few weeks at Close he said, “Steli, I think things are going well, but I’m not sure I’m growing fast enough.”

No more excuses: Turn worry into action

Steli Efti — Thu, 02 Jun 2016 15:00:00 +0000

No one worries more than a first-time entrepreneur, and it’s not hard to see why. From fundraising to product demonstrations to initial hires, it seems like there’s always something to worry about.

Looking for sales meeting ideas? Ask these 5 questions first to see if you should have a meeting at all

Steli Efti — Thu, 26 May 2016 15:00:00 +0000

“Actions speak louder than meetings.” — Lee Clow | Global Director, TBWA

How to fire a B2B customer

Steli Efti — Tue, 24 May 2016 15:00:00 +0000

As a B2B startup, there's going to come a time when you have to let go of a customer. It's an ironic role-reversal when you finally are in a position to tell no to someone who wants to pay you money, but firing a customer can be just as hard as winning a customer. Here's how to do it right.

How I made a total fool of myself in front of Mark Zuckerberg (and what you can learn from it)

Steli Efti — Mon, 23 May 2016 15:00:00 +0000

We’ve all been there. You’re having a great conversation and you’re excited, enthused and eager to speak. You get carried away. And before you know it, you’ve jumped in and said something stupid, insensitive or even offensive.

5 mega-successful entrepreneurs who launched their careers in sales

Steli Efti — Tue, 17 May 2016 15:00:00 +0000

In 2011, over 400,000 businesses were launched in the US. Two years later, one-third of those businesses had gone under.

Sales in an AI world: How human is your sales process?

Steli Efti — Mon, 16 May 2016 15:07:09 +0000

If you’ve ever had a call or a meeting with me, then you scheduled it through my awesome assistant, Mary. She keeps my calendar running smoothly and follows up with folks right on time. She’s so organized and professional that some people don’t even think she’s human.

Why “the economy” isn’t an excuse to fail

Steli Efti — Fri, 13 May 2016 15:00:00 +0000

2015 proved that even unicorns aren’t invincible. Snapchat’s value took a 25% hit. Evernote went through a second round of layoffs. Optimizely had to let go of 10% of their workforce. (Let’s not even talk of Zenefits.) Good Technology sold for less than half of its top valuation.

Product feature: Manage expectations by adding a confidence level to your lead

Jo Johansson — Thu, 12 May 2016 15:00:00 +0000

In Close, the Opportunities feature helps you identify and keep track of deals that are on the verge of closing. Any opportunity that is added to a lead becomes visible on the Opportunities screen to give your team a high-level view of your entire pipeline.

How to close a deal: Ask early, ask often and embrace the no

Steli Efti — Mon, 09 May 2016 15:00:00 +0000

Most salespeople ask for the close way too late. They’re all waiting for the perfect moment. That moment when they have a guaranteed “yes.” We do this because we want to avoid rejection.

“Can I buy you a coffee?” Here’s what to say (and not say) to earn 30 minutes with an in-demand person

Steli Efti — Mon, 02 May 2016 15:00:00 +0000

When you go to events or attend conferences, you’re likely eager to get in front of the right people: influencers, industry leaders, the big shots. You want to steal some of their time to get business advice, guidance and feedback.

Sales team hiring: How to handle underdogs

Steli Efti — Mon, 25 Apr 2016 15:00:00 +0000

Ten years ago, I hired a salesperson with incredible drive. He had recently lost everything—his job, his house, all his money. But he was hungry to get back in the game and work his ass off. He was under-qualified, but what he lacked in experience, he made up for in energy.

Hey product, your salespeople know something you don't

Jo Johansson — Wed, 20 Apr 2016 15:00:00 +0000

On any given day, the sales and product team play by different rules. Little attention is really paid to the separation of the two. It seems only natural. There go the tech people. New features, roadmaps, and so on.

B2B startup traction: Happy vs successful customers

Steli Efti — Mon, 18 Apr 2016 15:00:00 +0000

Great news: Your startup landed its tenth customer today. You haven’t seen a cancellation yet, and all your clients are amped whenever you talk to them. You're ecstatic about your startup's traction.

Impostor syndrome: How to stop feeling like a fraud

Steli Efti — Thu, 07 Apr 2016 15:00:00 +0000

Ever get the feeling you have no idea what you’re doing? That everyone else has it all figured out? That you are the only person who doesn’t have all the answers? Ever find yourself saying,“If only I was more like them, everything wouldn’t be so hard”? Bull.

How to recruit your first top-notch sales rep for your startup

Steli Efti — Wed, 06 Apr 2016 15:00:00 +0000

Most startups suck at outbound sales recruiting. They either recruit too early, or too late. Too aggressively, or too passively. They pursue the wrong candidates, or no candidates at all (fyi: good salespeople are not going to come to you).

Sales team management: How to inspire change from within

Steli Efti — Mon, 04 Apr 2016 15:00:00 +0000

Your latest sales strategy isn’t working. Your team is losing steam, close rates are down, and your lead pipeline is almost empty.

The #1 avoidable mistake 99% of sales managers make

Steli Efti — Mon, 28 Mar 2016 15:00:00 +0000

It happens all the time. You catch yourself listening to the tail end of a sales call between one of your sales reps and a potential customer. Everything sounds right—the right words, tone, and energy.

Segment.com's VP of Business on how to succeed in sales

Ramin Assemi — Wed, 23 Mar 2016 15:00:00 +0000

How does a world-traveling bicyclist/activist/corporate lawyer/nonprofit founder go from being a junior BDR to a VP of Business within a few years? Not how you’d think.

Sales conversations: How to make tight-lipped prospects talk

Steli Efti — Mon, 21 Mar 2016 15:00:00 +0000

Warning: Advanced sales tactics ahead; intended for experienced salespeople only. If you aren’t confident in your abilities, complete our free sales training course first.

Sales pipeline management tips for SDRs & AEs using Close

Nick Persico — Tue, 08 Mar 2016 16:00:00 +0000

This is a guest post from Nick Persico. He was one of the first people to use Close, and has been helping teams get the most out of it ever since. He’s now Head of Growth at Close.This post is intended for sales development representatives (SDR) and account executives (AE) using Close.

MVP your team to excellence

Steli Efti — Mon, 07 Mar 2016 16:00:00 +0000

When you hear “MVP” you probably think: “Ya, ya, I know, heard it all before.” But today, I want to share with you how you can take the framework of a minimum viable product, and apply it to things OTHER than your product.

How to log Intercom support messages in Close

Ramin Assemi — Thu, 03 Mar 2016 16:00:00 +0000

May 15, 2019: This guide is outdated. If you want to log Intercom support messages in Close, please contact support@close.com. We will publish up-to-date instructions on how to integrate Intercom with Close soon.

The 1 thing new grads need to know before joining a startup

Steli Efti — Mon, 29 Feb 2016 16:00:00 +0000

We recently took on an intern fresh out of college—an overachiever who knows how to take care of business. She’s ambitious, hard-working, and smart as hell. At school, she didn’t just meet her goals—she blew them out of the water.

Turn 2019 around with these New Year's resolution hacks

Steli Efti — Tue, 23 Feb 2016 16:00:00 +0000

“2019 is going to be different. I’m going to get into shape, I’m going to read more, and my sales team is going to have its best year ever!”

Are buyers liars?

Steli Efti — Mon, 22 Feb 2016 16:00:00 +0000

You know the drill. Prospects are inconsistent—they say one thing and do another. “Your product is too expensive,” they say, right before closing a deal with a competitor that costs even more. “We need more time,” you hear, then suddenly they're back with an answer the next day.

3 unusual ways to make your sales emails stand out

Steli Efti — Mon, 15 Feb 2016 16:00:00 +0000

Email is the dominant form of communication for salespeople, and with good reason—according to a recent survey, over 70% of people report they would prefer businesses to contact them via email.

Early B2B SaaS growth: How to go from 10 to 100 customers

Steli Efti — Wed, 10 Feb 2016 16:00:00 +0000

If you have your first 10 customers, congratulations! You’ve made it further than many startups. But now what?

How to get the first 10 customers for your B2B SaaS startup

Steli Efti — Wed, 03 Feb 2016 16:00:00 +0000

If you don’t have buyers, you don’t have a business. I see startups all the time that are so afraid of selling, they never get their first customer.

How to deal with hostile and aggressive prospects

Steli Efti — Mon, 01 Feb 2016 16:00:00 +0000

Your prospect has completely lost it. He's shouting at you over the phone, making ridiculous demands—you can hear the sound of shattering glass as he throws stuff at the walls. Your ears are ringing and you have a massive headache.

Are your salespeople closing bad deals? Here's how to fix it!

Steli Efti — Mon, 11 Jan 2016 15:00:00 +0000

Your sales team is crushing it. They’re closing deals left and right. Revenue is way up, and your growth looks off the charts. At this rate, that huge valuation you’ve been dreaming of seems well within reach.

Trial by fire: The new manager’s guide to building a sales team

Ramin Assemi — Thu, 07 Jan 2016 15:57:30 +0000

Building a SaaS sales team from scratch? Watch this interview with Justin Gold where he shares from the frontlines of a fast-growing SaaS startup in San Francisco: Poll Everywhere.

How to onboard new sales hires

Steli Efti — Mon, 04 Jan 2016 16:00:00 +0000

You’ve hired a couple of snazzy new sales reps. They’ve impressed you with their natural hustle, competitive spirit, and initiative. Dollar signs light up in your eyes as you imagine all the new bookings and revenue these new reps will bring to your business.

3 principles of killer SaaS pricing pages

Ramin Assemi — Thu, 10 Dec 2015 16:00:00 +0000

You love your product—it’s been your baby from day one. You pour all your time, energy and money into building it. Sticking a price tag on this effort is harder in some ways: How do you put a number on all of your hard work and energy? How do you communicate enduring value with a dollar sign?

Customer development pitfalls that will sink your startup

Steli Efti — Mon, 07 Dec 2015 16:02:00 +0000

Your product has a bit of traction, but you can already tell it’s not going to push your business to the heights you want to achieve. The feedback you get is positive but lukewarm—not enough to keep your business afloat.

30 sales motivation quotes for 30 days of November

Ramin Assemi — Sun, 06 Dec 2015 08:45:50 +0000

In case you’ve missed them or are in serious need of sales motivation quotes, here are all 30 videos we published this month. Theoretically, since each video is less than a minute long, you could watch them in half an hour. Although we can’t guarantee what will happen to you if you do!

How to build a local sales machine with Foursquare’s David Greenberger

Ramin Assemi — Thu, 03 Dec 2015 16:00:00 +0000

The last field David Greenberger ever thought he would end up in was sales.

5 pieces of wisdom that will change the way you sell your SaaS

Ramin Assemi — Wed, 02 Dec 2015 16:00:00 +0000

Some people will tell you the secret to driving SaaS sales is a great onboarding experience. Others might tell you that it’s all about customer success. Are they right? Well … yes and no.

Why most sales voicemail messages suck

Steli Efti — Wed, 25 Nov 2015 16:00:00 +0000

Most sales voicemail messages lack purpose. They usually express no clear intention for the prospect.

Should you move from self-serve to sales-supported SaaS?

Steli Efti — Tue, 10 Nov 2015 15:18:07 +0000

You’ve got a great self-serve SaaS product. You have leads coming through your funnel, signing up for a trial and upgrading—without you having to lift a finger.

How to increase competition amongst your sales teams

Steli Efti — Thu, 05 Nov 2015 16:00:00 +0000

Like you, David Schwall, a director who headed up inside sales at Clayton Homes, thought his team could achieve more. Eager to try something different, he turned his sales competition into a fantasy sports competition.

31 sales motivation quotes for 31 days of October

Ramin Assemi — Sun, 01 Nov 2015 15:38:20 +0000

In case you’ve missed them or are in serious need of sales motivation quotes, here are all 31 videos we published this month. Theoretically, since each video is less than a minute long, you could watch them in half an hour. Although we can’t guarantee what will happen to you if you do!

5 myths about SaaS sales you probably believe

Steli Efti — Wed, 28 Oct 2015 16:47:01 +0000

Here's a much-needed SaaS sales myth buster for everyone building a startup. Have you fallen for any of these myths?

How to respond to (and overcome) the NO in sales: Learn to love it

Steli Efti — Mon, 26 Oct 2015 15:00:00 +0000

Hearing the word “no” is never fun—but think about it this way: If everyone said yes, there wouldn’t be a need for salespeople. The reason why you have a job is because people say “no,” all the time.

6 signs you’re an awful sales leader

Steli Efti — Thu, 15 Oct 2015 15:00:00 +0000

There is no shortage of awful sales leaders. They cause confusion amongst team members, ignore important business decisions, and lack passion for the profession. When the team is underperforming, bad sales leaders blame everyone else but themselves.

30 sales motivation quotes for 30 days of September

Ramin Assemi — Thu, 01 Oct 2015 15:00:00 +0000

Keep it real: Authenticity in sales

Steli Efti — Mon, 21 Sep 2015 16:26:01 +0000

What do you do when you’re a certain personality type - e.g. high energy, fast and enthusiastic - and your prospect is the exact opposite: deliberate, reserved, quiet. It’s common knowledge in sales that you should pace or mirror your prospect to build rapport. But should you really?

The 7 deadly fundraising sins that could kill your startup

Steli Efti — Thu, 17 Sep 2015 16:25:00 +0000

Here's the recording of a webinar we did on the seven deadly sins of fundraising. This was my 40 minute webinar, followed by a Q&A. This webinar is more than 1 hour long, so you can either set aside some time to watch it or download our 1-page the fast-action guide.

31 sales motivation quotes for 31 days of August

Ramin Assemi — Wed, 02 Sep 2015 16:11:00 +0000

How to sell an upfront fee

Steli Efti — Mon, 31 Aug 2015 15:00:00 +0000

Your prospect loves your product. They're drooling over the features, and they’re already planning the integration into their own system. You’re both ready to sign on and get cranking.

The fastest way to become a cold calling pro

Steli Efti — Mon, 24 Aug 2015 15:00:00 +0000

Want to know what the fastest and most effective way is to become great at cold calling? It’s a simple two-fold approach I’ll share in this post.But before we go into that, let’s dispel some widespread myths when it comes to improving your phone sales skills.

The follow up hustle: How I got Gary Vaynerchuk to do an interview

Steli Efti — Mon, 03 Aug 2015 15:00:00 +0000

Last year, I interviewed the one and only Gary Vaynerchuk for our blog. To a lot of people, that was a pretty impressive feat, especially because last year we had a much smaller audience, whereas Gary had more than a million followers on Twitter and amazing Facebook page engagement.

F*ck rapport. Close deals!

Steli Efti — Wed, 22 Jul 2015 15:00:00 +0000

Pretty much every sales expert will tell you how important it is to build rapport with your prospects. Along with that, they’ll offer you various techniques and strategies to teach you how to do it. I say, screw that.

Reset yourself: 3 minute mindfulness for sales reps

Steli Efti — Wed, 15 Jul 2015 16:40:00 +0000

I admit it - sales and mindfulness don’t usually go together. But I believe they should. Practicing presence, meditating and being mindful is one of the secrets of my success. Don’t worry - I won’t go off on a philosophical tangent here.

How to become a priority for someone? The follow-up!

Steli Efti — Mon, 13 Jul 2015 15:00:00 +0000

Whether you are a CEO, an intern, or a solo-founder, you have to rely on others to do their part so you can do your job. Your success depends on how well others cooperate with you. If you manage those relationships well, you'll be able to get a great deal done and make a lot happen.

From founder with million dollar exit to junior sales intern

Ramin Assemi — Fri, 03 Jul 2015 16:00:00 +0000

Here's an interview Steli did with Flavio Rump, who completed a hustle internship at Close a few weeks ago. Flavio is a very successful founder, sold a startup for millions and helped a series of startups with growth and marketing.

Never talk price before value

Steli Efti — Mon, 15 Jun 2015 14:46:00 +0000

Imagine you're doing a cold call and pretty early on in the sales conversation the prospect asks you, "What's the price?"

Maybes are killing your startup

Steli Efti — Mon, 08 Jun 2015 15:01:00 +0000

The path to success is paved with clear outcomes, good or bad. Most startups fail not because of their failures, but because of being stuck in the middle; what I call the maybe zone.

The Back to the Future sales hack

Steli Efti — Mon, 01 Jun 2015 15:00:00 +0000

Great sales people take their buyers on a journey through time. Today, I'll share some simple questions with you that you can use to gain a deeper understanding of your prospective customers. I promise you that this 'rhetorical time traveling' will help you to close more deals.

7 epic product demos (and what you can learn from them)

Ramin Assemi — Thu, 28 May 2015 17:20:00 +0000

Want to give awesome product demos? Want to present your software in a way that makes your audience want to buy it? Learn from these seven demo masterpieces and see how you can bring their ideas and techniques into your own repertoire.

Product demo discovery: Qualifying demo attendees

Steli Efti — Mon, 25 May 2015 16:57:00 +0000

We've covered how to qualify prospects in general in the past, but qualifying for a demo is unique in some ways and crucial for improving your demo-win rates.

How to prepare for giving product demos

Steli Efti — Thu, 21 May 2015 16:00:00 +0000

We've already covered how to schedule more demo appointments with qualified prospects. Today we're going to talk about the probably most unglamorous part of giving demos: the nuts and bolts of preparing demos that turn into sales.

The 1 thing you need to win every negotiation

Steli Efti — Mon, 11 May 2015 17:25:00 +0000

There are hundreds of books on how to negotiate. You can spend a year reading them all to become a great negotiator. Or you can do the one thing that will give you the upper hand in every negotiation: be willing to walk away.

End of sales cycle and a hot prospect turns cold?

Steli Efti — Mon, 20 Apr 2015 15:00:00 +0000

Every sales rep has experienced this: You've got a deal in the pipeline, you're very confident that it'll close. The prospect and you have several positive sales conversations, he's qualified, has tried your product and expressed buying interest.

How Silicon Valley made me think small

Steli Efti — Wed, 15 Apr 2015 15:00:00 +0000

"How did moving to Silicon Valley change you as an entrepreneur? Did it made you think bigger?"

Sales pitch framing: Play to your strengths

Steli Efti — Mon, 06 Apr 2015 15:30:00 +0000

She had raised a seed round, put a great technical team together, and they developed a great enterprise product. Now she wanted to raise a Series A, and asked for my feedback on her investor pitch.

5 steps for startups to re-engage past demos & close lost prospects

Ramin Assemi — Tue, 24 Mar 2015 15:00:00 +0000

This is a guest post by Lincoln Murphy from Sixteen Ventures. Check out his great blog on SaaS marketing, customer acquisition & churn reduction. When it comes to sales hustle, Steli is the man. He’s taught us about thepower of the follow-upandturning failed demos into sales.

Optimizing self-service SaaS models... with sales reps

Steli Efti — Mon, 23 Mar 2015 15:30:00 +0000

Self-service. Oh, show me a SaaS founder who doesn’t love self-service customers. They find your product through word of mouth, inbound marketing or partnerships. They eagerly sign up for your trial. Automatically convert into paying customers.

Looking for a SaaS CRM? Check how Patio11 used our software to sell more software

Ramin Assemi — Tue, 17 Mar 2015 15:00:00 +0000

Here's a guest post from Patrick McKenzie. He published this epic piece on how to move upmarket from a low-touch sales SaaS into a more rigorous sales process back in December to his subscribers. We're sharing it with you because it's filled with smart

Training a new sales team? 5 ways to set them up for success

Nick Persico — Fri, 13 Mar 2015 15:00:00 +0000

If you run an early-stage startup, your first sales hires—and how you train and introduce them to your company—will set the tone for the next stage of your startup’s growth.

It's not enough to ask "How did you hear about us?"

Nick Persico — Sat, 07 Mar 2015 16:00:00 +0000

Steli’s recent post about determining the ROI of your marketing efforts struck a chord with me. I got the same advice from Noah Kagan when he spoke to the companies going through Techstars Austin last summer.

Behind the scenes of our drip email course

Steli Efti — Fri, 06 Mar 2015 16:30:00 +0000

One of our main email drip campaigns is our free Startup Sales Success Course. It's an educational email course for anyone who sells a startup or SaaS product.

Short vs long emails: What works best for drip marketing campaigns?

Steli Efti — Mon, 23 Feb 2015 19:00:00 +0000

It's common advice that you should keep your emails short, and in most cases, I agree with it. For example, if you're sending out cold emails, be concise and have a clear call to action.

How to determine the ROI of your marketing (without analytics)

Steli Efti — Fri, 13 Feb 2015 17:00:00 +0000

Do you sometimes wonder which of your marketing efforts have the highest ROI?

How humor affects response rates for follow-up sales emails (we’ve got the data)

Steli Efti — Wed, 28 Jan 2015 18:11:00 +0000

I preach the gospel of the follow-up almost every day of my life. I've written an entire book about it. And if you're in sales, you've probably come across these follow-up emails that employ humor to elicit a response. Do they work?

Customer Case Study: Countfire

Steli Efti — Thu, 15 Jan 2015 19:01:00 +0000

Tell us a little bit about your business? We make Countfire, an app that automates the counting of symbols from PDF construction drawings/blueprints.

Wolf or lamb in SaaS sales?

Steli Efti — Fri, 26 Dec 2014 17:00:00 +0000

What's the right attitude, mindset and energy to sell SaaS products? Many people, particularly those whose first profession isn't sales, get this wrong. They either:

The sales rep onboarding hack

Steli Efti — Mon, 08 Dec 2014 18:31:43 +0000

A lot of companies selling complex, technical products spend weeks, or even months, training new sales reps before they let them interact with real prospects.

Should you use a sales script?

Steli Efti — Wed, 22 Oct 2014 16:00:00 +0000

There’s this almost religious debate among sales professionals: should you work with or without a script? The answer is not "either or". Instead do both!

How to renegotiate a deal?

Steli Efti — Mon, 20 Oct 2014 16:10:00 +0000

It can happen to the best of us. We pursue a deal, negotiate for the terms, put in all this effort and get them to sign the dotted line. Only to figure out a short while later, that the terms of the deal are bad. That’s sellers remorse.

What separates good salespeople from great salespeople?

Steli Efti — Fri, 17 Oct 2014 16:00:00 +0000

The difference between good salespeople and great salespeople is probably not what you think it is. Most people would say something along the lines of: great salespeople are charismatic, slick, outgoing alphas.

The unbottleneck hack

Steli Efti — Thu, 09 Oct 2014 16:00:00 +0000

If you're a founder, or managing a team, you're probably overwhelmed by requests from people who rely on you for feedback, comments, input and approval. Every day, there's a new barrage of emails in your inbox, requiring you to respond, so that somebody else is able to do their job.

Cold call objection: Handling "send me more information by email"

Steli Efti — Tue, 30 Sep 2014 15:52:00 +0000

Many sales reps don't even see their prospect's requests to receive some info materials as an obstacle. Early on in a cold call, a prospect will ask, "Can you send me some more information? I'll review it and get back to you."

How a tie salesman's trust changed the way I look at sales

Steli Efti — Thu, 28 Aug 2014 16:00:00 +0000

The best salespeople can change your life. Not because of what they sell you, but because of how they make you feel.

Hack your Y Combinator interview & get accepted!

Steli Efti — Fri, 20 Jun 2014 16:27:00 +0000

Here's a post we originally published back in 2012 on our ElasticSales blog. We're republishing it because many people are still asking us how we got into YC.

From cold call to $17 billion startup: How Uber got started with sales calls!

Steli Efti — Tue, 03 Jun 2014 19:35:00 +0000

Uber is one of the hottest and fastest-growing companies in the world right now, raising their latest round of financing at a reported post $17B valution. They're disrupting an industry that urgently needs it, and they're hugely successful doing so.

Conflict resolution 101 for startups

Steli Efti — Fri, 23 May 2014 17:37:00 +0000

“Fights between founders are surprisingly common. About 20% of the startups we've funded have had a founder leave.”—Paul Graham, The 18 Mistakes That Kill Startups

How to charge money for things that don't exist yet

Steli Efti — Mon, 28 Apr 2014 17:26:00 +0000

I was talking to a good friend of mine who founded a very successful SaaS (Software as a Service) startup a few years ago and is currently considering a major new direction in their product.

Successful Sales Call Structure: A 5-Step Process Plan

Steli Efti — Fri, 28 Feb 2014 18:36:00 +0000

When selling on the phone, oftentimes sales reps don't understand how to structure a call. If you don’t have the right plan going into a sales call, it’s going to be much harder to close the deal.

SaaS pricing: You're too cheap if you never lose customers because of pricing

Steli Efti — Tue, 04 Feb 2014 16:54:00 +0000

Dare to charge more and then live up to the challenge. It’s not about becoming so affordable that everybody can get some value out of you. It’s about creating so much value that the right customers are happy to pay you a fair price in exchange.

SaaS sales: Why you need to call every trial signup user within 5 minutes!

Steli Efti — Mon, 25 Nov 2013 19:43:00 +0000

If you’re a B2B SaaS startup, you need to be calling all your free trial signups to convert more of them to paying customers and raving fans.

6 things we do that don’t scale but help us succeed

Steli Efti — Wed, 31 Jul 2013 01:10:00 +0000

Inspired by the latest essays from Paul Graham urging startups to Do Things That Don’t Scale and followed up by 37Signal’s Jason Fried’s excellent post about why their newest product is launched using lots of strategies that don’t seem to scale, the Close Team wanted to share some of our most...