The Blog

Weak sales reps stay poor: 3 steps to controlling every sales conversation

Imagine yourself telling a difficult prospect, “You've enlisted my expertise and you've rejected it to go on the way you've been going. I'm not interested in that.” Before you can walk away, the once reluctant prospect is now anxious to do business with you.

Don Draper effortlessly pulled off those killer lines on the hit show Mad Men. However, when faced with a difficult prospect in real life, what should you do?

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From 1k to 10k customers: 4 steps to scale your B2B startup in new markets


So you’ve hit the 1,000 customer mark: Congratulations! You’ve made it further than many startups ever dream of going. But you and I both know you’re not done yet, so what’s next?

But … now what?

Moving beyond the 1,000-customer mark will be different than anything you’ve done before.

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5 metrics B2B startups need to focus on to scale from 100 to 1,000 customers


If you managed to land your first 100 customers, congratulations! You’ve already made it further than the majority of startups ever will.

The road to 100 was brutal, but it’s just the beginning. Now, everything’s about to change. What got you here won’t get you there. To make it to 1,000, you’re going to need a new set of skills, strategies, and processes.

It won’t be easy, but it is possible. To prepare your business for 10x growth, you’re going to need to master your metrics, ramp up your sales, and optimize your marketing. Ready? Let’s start at the top.

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Get 457% more replies to your sales emails with the 1, 2, 3 hack


Any great salesperson knows that you want to make it as simple as possible for your prospect to take the next step. Yet, so many reps send out sales emails that make their prospects do all the heavy lifting. (Most of the time, prospects won’t. They just delete the email. Opportunity lost.)

In today’s post, I’m going to share a very simple method you can use to improve your response rates dramatically. I’ve seen cases where response rates went from 7% to 39% (a 457% increase)!

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Product Update to Email Follow Ups, Snoozing, and more

We are excited to share a few recent product improvements to, in addition to the recently announced Send Email Later feature.

Add an email followup reminder to any email

We've recently rolled out an update to the way we're handling email follow ups. Until now, the only way to add a follow up to an email was to do so when you send it. Starting now, you'll be able to set a follow up on an email from either the lead or inbox pages. You'll also be able to edit the date of an email follow up after it's been set.

Being able to modify email follow ups will help you better track your important conversations. Below, we're on the lead page adding an email follow up that had been sent without one and then editing the date after the fact.

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How to manage your sales qualification process in with Process Street

Getting an entire sales team to follow a consistent process is always a challenge.

So, to make things easier, we've devised a clever way to integrate Process Street with using Process Street's new Run Link feature,'s Integration Links feature and Zapier.

With this integration, every contact has its own embedded run link, leading to your BANT qualification checklist.

All of the checklist information is pushed back to to configure opportunities, follow up tasks and create notes.

Watch the video:
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Backchannel sales: How to close more deals with less effort by involving others

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You’ve qualified a prospect and know they’re a good fit. It would be in their own interest to buy from you, because no other product or service will provide as much value to them as yours.

Yet, this prospect isn’t buying. The sales conversation moves along sluggishly, and the prospect isn’t willing to commit. You’ve done everything in your power to make it happen, but you can feel the deal slipping away.

And that might just be the core of the problem: YOU have done everything in your power to make it happen. Maybe all this prospect needs now is a little nudge from someone else.

In this post, I’m going to share with you how you can salvage this deal (and get slow-moving deals over the finish line faster).

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Product update: Schedule your emails to be sent later

We’re happy to announce that a much requested feature is now available to all users. Write your sales emails whenever you want, and schedule them to arrive in your prospect’s inbox at just the right time. With just a few mouse-clicks, you can pick the exact date and time when the email should be sent out.

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The ultimate sales management toolkit (7 free templates to scale your sales team today)


Great sales managers leave nothing to chance.

At least that is one of the key takeaways from the Harvard Business Review article, “The 7 Attributes of the Most Effective Sales Leaders”.

Forty-three percent of high-performing sales managers responded that their sales process was closely monitored, strictly enforced, or automated [emphasis added].” In comparison, “Forty-four percent of underperforming sales managers indicated they had a nonexistent or an informal structured sales process.”

Creating an effective sales process begins with documentation. However, even when sales managers understand the importance of documenting their sales process, many fail to do it right.

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10 time management tips to crush your Q4 in 2016


It’s 5:40 p.m. You’re almost done for the day.

Question is, what did you actually get done?

Time management is a tough skill to master for anyone, but especially for salespeople. We have so many tasks competing for our attention at the same time. Often, we end up wasting time on B.S. instead of focusing on high-impact activity.

Let’s get rid of those bad habits.

Here are 10 practical tips to help you get more done in less time.

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Actionable sales advice. Delivered weekly.


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