http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279563&link=1&fldKeywords=&fldAuthor=&fldTopic=0

Let's face it: AI isn't going anywhere.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279562&link=1&fldKeywords=&fldAuthor=&fldTopic=0

My sales career has largely centered around helping SaaS organizations navigate the sometimes rocky transition from founder-led sales to a more structured and scalable approach. Because so many inbound leads in the former circumstance have pre-existing relationships with the company founder(s), it's common to see those relationships doing most of the heavy lifting when it comes to moving the prospect through the sales funnel.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279561&link=1&fldKeywords=&fldAuthor=&fldTopic=0

Successful leaders and entrepreneurs are valuable sources of motivation. When I feel like I need guidance, an inspirational quote can inspire me to do my best work. That's especially true when they come from my favorite leaders — like Steve Jobs, Oprah Winfrey, and Walt Disney.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279560&link=1&fldKeywords=&fldAuthor=&fldTopic=0

Scheduling is easy until you get stuck between multiple teams, projects, and clients' time zones. At that moment, it turns into a pain in the neck. I experienced this firsthand, adding the fifth time zone to my Google Calendar and double-booking meetings or apologizing for being late every now and then ... Which is so out of character for me.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279559&link=1&fldKeywords=&fldAuthor=&fldTopic=0

When I joined a SaaS startup as the Head of Sales, we were an emerging upstart in a crowded space. It was an uphill battle trying to explain who we were and convince skeptical prospects to take a chance on our solution.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279558&link=1&fldKeywords=&fldAuthor=&fldTopic=0

In a lot of ways, extensive product knowledge is the basis of a sound sales engagement. The most effective sales reps act as educated, consultative resources for their prospects — and you can't sell from that position if you don't know your offering inside and out.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279557&link=1&fldKeywords=&fldAuthor=&fldTopic=0

Nobody's perfect. Some of us miss trash day and have our apartments smell like swamp water for the rest of the week. Some of us forget our anniversaries and have to scramble to CVS to pick up those mediocre chocolates in heart-shaped boxes the day after (that do exactly nothing to remedy the situation) … and some of us work in sales and fall back on bad habits that undermine our credibility with prospects and undercut our broader productivity.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279556&link=1&fldKeywords=&fldAuthor=&fldTopic=0

Controversial hot take incoming: Summer's kind of a bummer. And if you know the sales industry well, you already know what I'm going to say next: Your team's motivation levels could be tanking right before your eyes.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279555&link=1&fldKeywords=&fldAuthor=&fldTopic=0

Sales planning is a fundamental component of sound selling. After all, you can't structure an effective sales effort if you don't have, well, structure. In my experience, everyone — from the top to the bottom of a sales org — benefits from having solid, actionable, thoughtfully organized sales plans.

http://websitementor.org/117411?blogid=Latest-Articles&view=post&articleid=279554&link=1&fldKeywords=&fldAuthor=&fldTopic=0

As my career in sales has progressed, I've learned the art of sales account planning through a lot of trial and error.