Danny Wong

Ideas are a dime a dozen. Solutions, on the other hand, are the true catalyst for results, especially in the business world. Within organizations, spontaneous gatherings such as impromptu meetings, open chat rooms, and watercooler conversations can fuel brilliant ideas. Coincidental observations and overheard discussions may also trigger innovative suggestions.

What’s most important, though, is taking these thoughts and packaging them into actionable solutions. By presenting ideas alongside d...

In B2B sales, it’s important to focus your team’s limited time and resources on qualified buyers. Early in your sales career, it’s easy to get carried away with obsessing about volume. The idea that more leads correlate to more sales can be deceiving. Instead, what matters more is a higher quantity of qualified prospects. Since you can’t court all of them at once, you should focus on identifying and nurturing the leads that are more likely to convert.

High-performing sales teams use the MEDDI...

After Blank Label raised outside funding through a seed round of $1.1 million, I started getting emails asking me how we did it. The email senders would write that they didn't attend Harvard Business School or University of Pennsylvania's Wharton, and that they didn’t have a big network with deep pockets.
For context, my cofounder dropped out of college, and I’m from inner-city New York. Having a large network isn’t the most important part of raising money, and neither is your idea. The most ...

A high-pressure sales approach often makes leads and prospects uncomfortable. Potential clients want to be courted without feeling the pressure from a persistent sales pitch.

At a quick glance, it’s easy to make superficial assumptions about the effectiveness of your sales funnel. Without further analysis, the initial conclusions you draw from the data may be misleading because a broad overview of your sales performance is not a true indicator of sales potential. Once you audit your sales behaviors and dissect the data, you may discover smart ways to improve your overall results.

Many salespeople front-load their interactions with prospects. Hundreds of cold calls convert into dozens of meetings and then a handful of sales proposals. Believing they have already crossed the finish line, sales reps send pre-made proposals out with the expectation that they have already secured the prospect's business. Instead, clients lose interest when they receive an impersonal document that simply states cost and deliverables.

To craft the perfect sales proposal, we’ve listed nine features that help salespeople keep prospects engaged, excited, and eager to move forward.

Email marketing is one of the most affordable and effective ways to consistently engage customers and prospects. For every dollar spent on email marketing, brands generate nearly $41 in sales, which outperforms mobile marketing ($10.51 per dollar spent), social media ($12.71), display advertising ($19.72), and search engine marketing ($22.24).

But to ensure their message is read and distributed, brands need to focus on improving three important metrics: open rates, click-through rates, and forwards. Below, we define each metric, highlight its importance, and describe strategies to improve your current stats.

When used to its greatest advantage, content marketing can create a relationship between a company and its customers. With content, salespeople can add value to each client interaction, creating memorable touchpoints that help prospects successfully progress through each stage of the sales cycle. Using case studies, data, gated content, guest blogging, and other forms of content, sales teams gain more control over their sales funnel, and sales can carefully guide customers toward a favourable purchasing decision.

Salespeople serve on your business’s front line. In their active, client-facing role, what they learn from current and potential customers can help make a company better. They often hear brilliant business ideas from the customers they aim to serve. Using their knowledge, sales teams can help their employers build better, more profitable, and popular products.

To stay relevant in an increasingly competitive landscape, companies open offices in new markets, hire talent who work remotely, form partnerships with other businesses and vendors, and converse regularly with customers.

But communicating with everyone can be a challenge.

Lean businesses have an advantage over their larger counterparts: They can move fast and innovate, which affords them a competitive edge in negotiations. With a clever approach to sales and thrifty marketing strategies, they’re empowered to do more with less. Furthermore, with the smarts and willpower to build incredible products on a budget or offer high-impact services with merely a handful of experts, small businesses and startups can be strategic vendors for enterprise clients.

In the highly competitive world of sales, a company’s sales team members can feel disposable, as though all they do is identify leads and close deals. The best sales departments collaborate to create long-term job security and value. When salespeople work together, they more easily identify and share best practices for making a sale. In a system of mutual teaching and learning, every salesperson is an active, integral part of the department.

Managers face a challenge: How do they effectively lead and inspire their sales teams?

Customers don't want to be pushed to make a purchase. They want to be guided into their own decision-making process.