Leaning on forecasting models is a necessary – sometimes tricky – part of preparing for the upcoming fiscal year, especially for my sales folks. You see, if you work in sales, you already know that you can't use a crystal ball to predict the future (even if you’re expected to), so you’re left analyzing quantitative (and sometimes qualitative)...

In June, I attended the Ukraine Recovery Conference in Berlin with hundreds of diplomats, investors, private donors, and more. I made friends with a handful of key people and even a minister — but I lost eight business cards either in my car, at home, or in a bag. If only I had had a business card scanner on my phone, I wouldn’t be in this position....

Cold calls are awful. They're inherently intrusive, naturally uncomfortable, and — according to a study from Cognism — unsuccessful roughly 95.2% of the time. With that said, that same study found that 49% of buyers actually prefer to be contacted through a cold call. That‘s why they’re still central to many orgs' sales processes. If they‘re already...

One of the biggest challenges to scaling revenue? Your salespeople only have so much time. Even if you hire the most focused people, invest in tools that boost their efficiency, and remove all distractions, there’s a limited number of selling hours in the day. Some companies choose to hire more reps, and while that might work — it's not the only solution....

Sales training is a time-consuming process. Ann Clifford, founder and president at Safari Solutions, says that it can take sales hires between three and nine months to ramp up to reach quota. With all this time invested in sales training and onboarding, you want to a) be realistic with expectations and b) maximize returns as soon as possible. A...

Startup founders, especially early-stage ones, have been feeling quite the pinch in recent years when it comes to fundraising: Nearly a quarter of fundraising rounds are down rounds in Q1 2024 Time in between rounds is getting longer Overall deal count is low It makes us wonder: How are the founders holding up? How should they adapt? ...