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...

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

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

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

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...

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

#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...

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...