Why Leverage OCs?
Sales training has traditionally been a static industry. While some of the content has evolved to meet market circumstances or an unforeseen pandemic that drove everyone online, delivery has remained largely the same. We see traditional sales training falling into 3...
Who Needs a Sales Operating System?
If you’re reading this and you are not 100% clear on what the Blind Sales Operating System (BZSOS™) is, STOP! Head to our blog post that breaks down what BZSOS™ is and why it works. Now that you’ve wrapped your head around what BZSOS™ is, you may still be wondering...
What is a Sales Operating System
If you put 10 adults in a room together and asked them to tie their shoes, in about 7 seconds you would have 10 pairs of shoes with tied laces. But, if you played those 7 seconds back, you would see 10 unique ways of tying shoelaces. Some people double knot their...
How to Stop Cold Calling Forever
You get a call from an unknown number. You weigh your options. It could be yet another cold call or it could be your kid’s school, your doctor’s office, or UPS trying to deliver a package. You take a chance and answer the call, only to be met with “Hi, it’s Dwight...
Quit Selling on New Year’s Eve
If you’ve been in sales for awhile, you likely know the anxiety that comes with the end of the year. It’s pure chaos as you’re trying to close deals while you decorate Christmas cookies or ring in the New Year. What if we told you that there was a way you could get...
Sales Leadership During a Downturn
The last decade has been kind to sales teams. Leads were flowing in, goals were getting hit consistently, and the commission checks kept coming. Everyone was enjoying being the beneficiaries of a tailwind economy. But, nine months ago the tides began to turn. Sales...
How to Build High-Quality Pipeline Efficiently
If you’re a B2B company, you know the importance (and difficulties) of generating pipeline. With so many tools, channels, campaigns, and personas to consider, it’s easy to fall into the trap of email cadences as your main tactic when doing outreach. The modern B2B...
When Customers Give Notice: Handling the Cancelation Conversation
As customer success professionals, days are filled with conversations, meetings and tasks that revolve around helping our clients get maximum value from our product or solution. We train users, uncover the business problems we can impact and help clients achieve the...
Stop Renewals & Upsells from Dragging Out Through the Holidays
The holiday season is filled with indulgent food, joyful family time, and cheerful decorations. It truly is the most wonderful time of the year. Except, when it comes to customer engagement. There are five weeks between Thanksgiving and New Year’s. During these five...
Developing a Proactive At-Risk Customer Strategy
It’s a Tuesday morning. You’ve grabbed your coffee and opened up your inbox. The first subject line you see is “Cancellation.” It’s from one of your top accounts. [Cue the shoulder slump and exasperated “ugh”] Once the initial frustration wears off, your mind begins...