Inbound or outbound? What’s better?

That’s the wrong debate. It isn’t about either/or. It’s about both. If you’ve traditionally been an inbound company—or have a mostly inbound sales team—outbound can be a great complement to your client acquisition efforts. But not all outbound is created…

Is outbound right for you?

For many companies, it isn’t.  This isn’t a popular opinion—I’m 100% of the belief you should build an inbound engine BEFORE you build an outbound engine. If you haven’t generated business through content, social media, partnerships, paid search, etc. you…

Do you need a script?

There’s a lot of binary thinking out there on this one. “I live and die by my script!” “They’re bullsh*t!!! Only a rookie would use a script!” But the argument is mostly semantics. Everyone has a different definition of what…

Sell the way you buy.

Sounds simple enough, right? But here’s the problem: do you enjoy talking to salespeople? Most of us would respond with, “heeeellllllllll no.” But in sales, we do a job every day where we do not enjoy most interactions with others…

25 talks down, 15 more to go!

We’re down to the last 6 weeks of the Think Outside the Script summer virtual tour. 5,453 sales professionals have participated in the event so far and it’s been awesome. Some heavy hitters left on the lineup talking about these…