TOM STEARNS CONSULTING

If you’re an SDR using sequencing technology (Outreach, Salesloft) you have the ability to test and test and test — from steps to subject...

To improve the quality of your conversations focus not on “what am I going to say!” and instead on, “what am I going to ask?” This simpl...

Matt Walsh of Noted Analytics interviewed me for his series on Sales and Marketing: #NEVERLUNCHALONE. We talk Sales and Marketing alignme...

By defining, documenting, tracking, testing, and coaching conversation tactics, your sales team can rapidly improve. Good salespeople man...

Good open-ended questions can be magical. I’m always discovering new phrasing from talented reps. #salestips #salesadvice #insidesales

This article provides more detail to my article on How to Create a Winning Sales Culture. This is number 5 of the 17 ideas. I’ve also rec...

This article originally appeared on Smashing Quota. Many salespeople mistake pitching with selling. Here’s what happens: the prospect answ...

#salesandmarketingalignment

For the whole story, please go here. #salestips #salesprocess #SDR #salesadvice #insidesales #prospecting

#salestips #sales #salesstrategy

#salestips #sales #salesstrategy #insidesales

Planning and accountability creates productivity and urgency. #salestips #salesadvice

Are you closing your calls properly? It ensures you're in control of the process. And customers want you to own this process. #sales #sal...

Clarity of thought is reflected in how we speak. And it matters. Listen to yourself and clean up distracting words like, “um,” “like” and...

Two in-call metrics to pay attention to: % rep talk time vs customer and number of questions being asked by the rep. #sales #insidesales ...

#sales #tradeshows #conferences