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.

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.

Wondering what the right sales approach for your company is? Should you build an inbound sales machine, set up an outbound sales team, or take a hybrid approach?

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.

Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition

Lots of people will tell you that outbound sales is a lost cause—that inbound is the only way to go, and that anyone doing outbound is wasting their time.

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.

How often do you reach a decision-maker on the first call? It’s rare, I know. Most of the time, you connect with an executive assistant, office administrator, or intern. They’re the gatekeepers, right? The first obstacle between you and the close.