Sales Trends & Insights
Sign up to get weekly tips from Kraig Kleeman on emerging sales prospecting and closing techniques.
Covid-19: Bafflingly Beautiful? Completely Elegant?
The Covid-19 crisis has created a time of deep reflection for me, personally. I halted all of my outbound email cadences and social media [...]
The Nine Principles of The Sales Cadence
I love being up on stage in front of crowds of eager sales professionals hungry for what works in prospecting. I've recently shared my knowledge at events like [...]
The SDR ramping and promotion puzzle
Today's SDRs are young and hungry. They expect to be rewarded and promoted, but companies don't always do a good job clearly laying out expectations. What does an SDR [...]
Introducing: The Sales Maturity Model
I've observed hundreds of sales organizations in my career, from the brand new hustle of a startup with one rep cranking out calls to the established, complex enterprise sales [...]
The optimal ratio of SDRs to closers
The “golden ratio” has been a mathematical standard since ancient Greece. This simple number (roughly 1.618) has been studied by artists, biologists, architects, musicians, and even financiers. Also referred to [...]
The Four Pillars of Buyer Thought
One of the most common missteps I see sales professionals make is that they become too focused on the product they’re selling -- features and benefits -- at the [...]
