Sales Brief: Step-by-step

Sales Brief: Step-by-step

Back in the early 2000s, I was looking for investors for a new startup I was building.

I was determined to connect with one particular Billionaire investor, and after 48 follow-up emails (Yes, 48!), I eventually landed a meeting and secured the investment.

Now some of you might call that badgering. That's fair. But I call it the power of a solid sales cadence. With the right sales cadence, you can capture attention, win back lost prospects and leads, and close deals WAY faster.

This week I wrote two articles on this topic. If you want a comprehensive guide on how sales cadences work and how to build them from scratch, I recommend you read this article. For those who want to take their sales cadence to the next level, check out my recommendations for sales cadence building software. They offer a ton of awesome features that'll cut out repetitive work and keep reps on track.

Go get'em!

How to build a sales cadence: examples, best practices, & top tools

The goal of a sales cadence is to build a solid connection with a lead and set up for a future sale. A structured cadence enables your whole team to work smarter, harmonize better to company messaging, and ultimately close more deals.

So, what does a sales cadence look like in the real world? In this article we'll teach you an 11 step process for developing the perfect sales cadence.


10 best sales cadence builders + 6 steps to choose the right one

Building your own sales cadence from scratch is a great first step to capture attention and win back lost prospects and leads. But if you want a regular structure for outreach that works for your market and your team, you need sales cadence software to build and execute that strategy.

Here are the top 10 cadence building software that'll allow your team to work more productively, get repetitive tasks done in the background, and give everyone the right focus on top priority leads.


Between Sales and Product: Building out self-serve and customer experience at Notion & Dropbox

As founders are increasingly leaning into product-led growth and self-serve strategies, there are plenty of potholes to derail progress.

In this exclusive interview, Kate Taylor unpacks common traps and tensions, comparing and contrasting her experiences at Dropbox and Notion to offer up sound advice on finding the middle ground between sales and self-serve. She also delves into strategies for thinking through pricing and packaging, approaching product prioritization, and building a better customer experience.


Who actually owns ‘Growth’ at a PLG Company?

In a product-led growth (PLG) business, your product is a primary driver of how you acquire, convert, and expand your customers. But who actually owns “growth” at a PLG company?

In this article, you'll learn what Product, Growth, and Marketing should ideally look like in a growing PLG business — plus, where to draw the lines around each team, what skills to look for when hiring, and the main areas of collaboration.


Gone are the days of showing an advertisement to a stadium of 50,000 people. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. By collecting and leveraging valuable data, marketers can now fine tune their campaign and target an audience that's ready to buy.

While segmenting is at an all-time high, so is digital privacy concerns. And this makes targeting your ideal customer while also complying with privacy laws a tricky dance. Here are three trends to help you segment efficiently this year and beyond.


How to improve the quality of your sales approach

Salespeople often ask the question "how can I improve my prospecting results?" It's a fair question. But something far more crucial they should be asking is "what value am I trading for my prospect's time?" Why should anyone agree to give you their time and attention if you make no promise to use it in a way that benefits them?

Improving your sales results means improving the value you create for the contacts you meet, within every interaction. Here are some tips and tricks on how to improve the quality of your sales approach by means of value.