Author: Ciara Byrne

3 ways to manufacture urgency for your buyers

Offer a deal Brendan Short started out as an SDR at Wiser, a startup which makes a dynamic pricing engine for retailers. Now he’s the VP of Sales. “The number one thing that I talk about in the weekly pipeline meeting is probably manufacturing urgency,” says Short. “That is sales – manufacturing that urgency.” “When I… Read More

Sales Tips

How to sell a habit-changing enterprise tool

Slack has changed the game when it comes to enterprise tools – proving that they can not only be useful, but as addictive as any consumer app. Mathilde Collin is the CEO of Front, a multichannel customer support tool which is part of the post-Slack generation. So how do she sell a habit-changing B2B tool? Sell… Read More

Sales Tips

Three Training Tips For SDRs

Why do rookie salespeople fail to make it in the profession? Scott Leese, SVP of Sales at OutboundEngine, says that in most cases it’s because they aren’t willing to make certain sacrifices and lifestyle changes. “They want more money and they want the promotion, but they still want to go out on three or four… Read More

Sales Tips

The secrets of hiring great salespeople

Scott Leese, SVP of Sales at OutboundEngine, came to sales at the relatively late age of 27. “When I was 23, I developed ulcerative colitis,” he says. “I spent the better part of the next four years of my life in the hospital dealing with it. I had a total colectomy so I have no… Read More

Sales Tips

The Best Salespeople Are Great Teachers

Last year, Jim Keenan, better known as A Sales Guy, published a book called Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. And what he thinks makes a great salesperson in the 21st Century is the ability to teach. Analysis “Part of teaching is what I call… Read More

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