Over the last few years, there has been an unbelievable expansion in tech. Continued investment from venture capital and private equity, open-source code, infrastructure gains, and APIs have all created a “Cheesecake factory menu” of options in your software solutions. Take MarTech as an example – in 2016 there were nearly 4,000 MarTech solutions in […]

Tell me if this sounds familiar: a newly hired sales rep spends a week or a few studying your sales playbook, then jumps on a phone call. The call is terrible. When so much is wrong with a phone call, do you address style, substance, personalization, opening remarks, the ask, closing remarks, or what? And […]

One of the best ways to enable your SDRs is by using target buyer personas. Think of target buyer personas as an awesome cheat sheet that your reps can use to target better leads and create more opportunities. Sure, buyer personas are nothing new. But while marketers have used personas for decades, we think that the persona model can […]