3 lessons I learned from 20 years in logistics sales
Sales Process

3 lessons I learned from 20 years in logistics sales

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.
Millisa Nwokolo
6 min read
B2B data: The 5 main types & how to use them in your sales process
b2b sales

B2B data: The 5 main types & how to use them in your sales process

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.
Amy Copadis
10 min read
The Hunter vs. Farmer sales model: Which is best for your team?
Sales Process

The Hunter vs. Farmer sales model: Which is best for your team?

The Hunter vs. Farmer sales model is easily adaptable and highly effective (when done right). Generally, hunters bring in new deals while farmers work to retain them and help them grow. Each of these has a clear role in the sales process and can help you build a more valuable customer base.
Steli Efti
10 min read
Best sales methodology for SaaS: 8 stages + 5 top sales models
saas sales

Best sales methodology for SaaS: 8 stages + 5 top sales models

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.
Steli Efti
11 min read
18 steps to the ultimate discovery call + free discovery call checklist
qualifying

18 steps to the ultimate discovery call + free discovery call checklist

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?
Steli Efti
21 min read
How to build a customer-centric selling process in 7 easy steps
Sales Process

How to build a customer-centric selling process in 7 easy steps

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.
Steli Efti
10 min read
The ultimate comparison between value selling vs solution selling
Sales Process

The ultimate comparison between value selling vs solution selling

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?
Steli Efti
7 min read
Comparing solution selling vs product selling in the modern sales world
Sales Process

Comparing solution selling vs product selling in the modern sales world

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?
Steli Efti
6 min read