Setting Realistic Sales Quotas Reps Actually Believe and Hit
Every quarter, sales leaders face the same challenge: setting targets that are high enough to drive growth, yet realistic enough for reps to actually believe they can hit them. Get this balance wrong, and you don’t just miss revenue, you lose your best people. The difference between a quota that motivates and one that demoralizes […]
The Discovery Call Formula Top-Performing Sales Reps Use to Win More Business
Every successful sale starts with a conversation. Not a pitch. Not a demo. A genuine conversation where you learn what keeps your prospect up at night and whether you can actually help them. And it’s called a discovery call. If you’ve ever wondered why some sales reps consistently close deals while others struggle, the answer […]
Is Your Multi-Threading Strategy Strong Enough to Win Over the Buying Committee?
Relying on a single point of contact is one of the riskiest moves you can make. When your champion changes roles, goes on leave, or simply loses internal influence, your entire deal can collapse overnight. This is where a multi-threading strategy becomes essential. By building relationships with multiple stakeholders across the buying committee, you create […]
Beyond the Script: How to Personalize Sales Outreach Based on Buyer Journey
Gone are the days when a generic script and a long call list could reliably fill your pipeline. Today’s buyers expect more. They want conversations that matter, outreach that demonstrates understanding, and sales professionals who respect their time. This guide walks you through exactly how to implement personalized sales outreach at every stage of the […]
What Sales Teams Need to Know About Mapping the Buyer Journey?
The way businesses buy has fundamentally changed. Your prospects now complete up to 70% of their research before they ever speak to a sales rep. They’re consuming content, comparing vendors, and forming opinions long before your SDR picks up the phone. And so understanding the B2B buyer journey has become essential for sales teams who […]
How Analyzing Your Buyer Data Can Unlock Your Next Growth Opportunity. Podcast with Thomas R. Leidigh
Sell Like A Leader – Episode 32 David Kreiger sits down with Thomas R. Leidigh, CEO and founder of Infinity, to unpack one of the most overlooked growth levers in sales: the buyer data hiding in your existing customer base. After 30 years of building high-performing inside sales teams, Tom has seen the same pattern […]
Make Prospects Crave the Next Meeting. Podcast with Lee Salz on Transforming Discovery Calls into Consultations
Sell Like A Leader – Episode 31 In this episode, David and Lee challenge the traditional discovery meeting approach that most salespeople rely on. Here are the questions they tackle: Sales leaders and revenue teams will leave with fresh ideas to rethink their approach, engage prospects more effectively, and ultimately drive higher results. About Lee Salz […]
Multi-Threading in B2B Sales: How to Win Deals Across the Buying Committee
Relying on one contact to shepherd your deal through worked when buying decisions were simpler. But that playbook is dead. Today’s B2B landscape has changed, and if you’re still banking on one champion to close your deal, you’re playing a losing game. Why Single-Threading Is No Longer Sustainable in B2B Sales The numbers tell the […]
From MEDDIC to Innovative Selling: Sales Methodologies That Actually Work
Classic frameworks have guided B2B teams through complex deals over the years, but modern challenges like longer buying cycles, multi-stakeholder decisions, and AI-driven insights have sparked new approaches. And choosing the right methodology is about matching the framework to your business, your team, and the way your buyers make decisions. Why Sales Methodologies Still Matter […]
Why Most Reps Fail at Enterprise Prospecting (And How the Best Ones Win)
 Enterprise deals are won before the first C-level conversation ever happens. Most reps don’t understand this. They burn through LinkedIn InMail credits trying to land meetings with VPs and Chief Officers, wondering why their outreach gets ignored. After building sales playbooks for enterprise teams over the past 18+ years, I’ve seen what separates reps […]