Sales
Prospecting, outbound and the tools sales teams actually send. Written by a founder who ships proposals every week, so the recommendations come with their limits attached.
22 articles in Sales
One page proposal: how to write one that actually gets read
How to write a one page proposal that gets read: the five blocks it needs, the layout that scans in thirty seconds, and when one page is too few.
Read moreProspect and qualify: most teams do it in the wrong order
Most reps prospect and qualify back to front, then wonder why a busy pipeline closes nothing. A practical fix from someone who has done both badly.
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Stages of a sales cycle, and what to send at each one
The seven stages of a sales cycle, where deals leak between them, and what to send, say, and track to move buyers to the next step.
Read moreHow to follow up after sending a proposal, without nagging
The cadence that keeps a deal alive, what to say at each touch, and how to read engagement signals without reading things into them that are not there.
Read moreA sales prospecting template you can run this week
A sales prospecting template that covers the list, the first email, the follow-up and the weekly routine, with the actual wording I use.
Read moreProspecting quotes: eight that survive contact with a real pipeline
Most prospecting quotes are procrastination in a nice font. These eight earn their place, with what to actually do with each one on a Monday.
Read moreTerritory planning in sales: a practical framework
Territory planning in sales fails when a tidy map replaces real coverage. How to score potential, balance workload, and set quotas that hold up.
Read moreHow to find the best B2B lead generation mentorship (and when to skip it)
Most people searching for the best B2B lead generation mentorship want a shortcut. How to vet a mentor, what to pay for, and when to skip it entirely.
Read moreYour prospecting plan should fit on one page
A prospecting plan that fits on one page beats a twelve-tab spreadsheet. The four decisions that make it work, and what to leave off it entirely.
Read moreLead generation quotes worth actually thinking about
Lead generation quotes, minus the copy-paste lists and the shaky attributions. Five that hold up, plus the famous one you should stop using.
Read moreSample sales proposals: four formats and when each one wins
Four sample sales proposals, for SaaS, consulting, a one page SMB close and an enterprise committee. What goes in each, and what to cut from the others.
Read moreEight ways to handle a sales objection, and when to use each
Eight methods for handling a sales objection, what each one is actually for, and the ones that should end the deal instead of saving it.
Read more10 example proposal letters for the scenarios that actually come up
Ten example proposal letters, from SaaS pricing to grant funding, with the structure, the persuasion move and the follow-up that fits each one.
Read moreHow to increase sales with smarter follow-up
How to increase sales without more leads: fix response speed, discovery and the proposal that goes quiet. The three leaks, in the order they cost you.
Read moreProspecting in insurance: what actually works when leads cost this much
Prospecting in insurance rewards speed and a narrow niche far more than volume. What works, what wastes money, and what to fix after the quote goes out.
Read moreThe sales prospecting process, stage by stage
A sales prospecting process is the machine you run every week, not the strategy doc. The stages, and the places it usually breaks.
Read moreProspect marketing: the version that actually works
Prospect marketing is what you do to a list you chose on purpose. How it differs from lead gen, and how to run it properly without a big team.
Read moreHow to build a sales prospecting plan that survives a bad week
A sales prospecting plan you can actually run: pick one segment, build a trigger list, set weekly numbers, and stop restarting outbound every month.
Read moreBest Interactive Marketing Tools for Sales Teams
Nine interactive marketing tools for sales teams, judged by a founder who sends proposals weekly. What each one is for, and what it will not do.
Read moreBest interactive document tools for sales teams
An operator's honest rundown of the best interactive document tools for sales teams: what each one is for, and where each one falls down.
Read moreBest Interactive Sales Content Tools
The best interactive sales content tools, picked by a founder who sends proposals weekly. What each one is actually for, and where each one stops.
Read moreBest Interactive Video Tools for Sales Teams
The best interactive video tools for sales teams, compared by a founder who sends proposals daily. Video walkthroughs, tracking, branching demos.
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