The Weekly Pitch | Newsletter Archive

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🚨 Exciting Update 🚨

The Weekly Pitch has a new partner. Say hello to Current State. Here are all the details...

FTC Bans Non-Competes

The FTC estimates more than 8,500 new startups and higher earnings will result from the final rule banning noncompetes.

Free Fallin' – Net Revenue Retention Keeps Dropping Inbox

NRR is ticking down by the quarter, a sign that businesses continue to look for areas to cut costs.

☎️ Do You Power or Parallel Dial?

We break down the pros and cons of power and parallel dialing. Will this outsized efficiency deliver impact?

🎬 That’s a Series Wrap

The final part of our series on building a high–performing sales team recaps the highlights and key takeaways.

February 29, 2024

10 Signs You Have an Incredible Sales Culture

Part five of our six-part series looks at ten signs separating incredible sales cultures from the rest.

February 22, 2024

🌱 3 Ways to Grow Accounts

Part four of our six-part series examines the three best ways to grow customer accounts and drive expansion revenue.

February 15, 2024

😅 Renew Customers With Confidence

Part three of our six-part series provides the building blocks to reduce churn and make those renewals predictable.

February 8, 2024

The 🅰–to–🆉 of Closing New Business

Part two of our six-part series explores 26 components of any winning new business sales strategy.

February 1, 2024

8 Famous Go-To-Market Examples

Part one of our six-part series revisits some memorable go-to-market strategies and gives a 10-step plan to build a GTM.

January 25, 2024

Introducing a New 6-Part Series

We're dropping a six-part series to help solve the high-performing sales team puzzle so more of us hit our goals.

January 18, 2024

🤝 Win With 1 Question

How the customer answers this question is among the strongest predictors of winning deals.

January 11, 2024

✂️ Cut Contract Review Time by 85%

Fresh off a $26 million raise, Robin AI aims to be the gold standard contract co-pilot. And sales reps can benefit.

January 4, 2024

➡️ 5 New In-Demand Sales Roles

We predict five new sales jobs will be in high demand in 2024. Which one sounds like the future you?

December 28, 2023

These 5 Sales Jobs Might Go Away in 2024

As we inch closer to 2024, it's crucial to understand which sales roles could be on the brink of extinction.

December 21, 2023

Is the Subscription Model Expiring?

We've all lived through the subscription boom. But is subscription fatigue setting in for buyers?

November 14, 2022

😵 Is the Disco Call Dead? 😵

Buyers are frustrated. Get rid of the discovery call and let prospects qualify themselves...

November 7, 2022

🤔 5 Ways to Keep Your Job 🤔

Layoffs are raining down. We offer five ideas to make sure your job and role are secure...

October 31, 2022

🎃 Sales Trick or Treat 🎃

Save the tricks. It's time for sales leaders to give our reps treats this Halloween holiday...

September 1, 2022

Okta Has a Sales Problem

After acquiring Auth0 for $6.5 billion, Okta sales reps don't know how to sell it, and they're leaving in droves...

The Sales Pyramid

Three levels to the pyramid. Each one unlocks more autonomy and money in sales. On which level do you stand?

🤝 7 New Ways to Rock Customer Meetings 🤝

Big meeting coming up? Stand out and make an unforgettable impression with these seven tactics...

🎙Is This Thing On?🎙

A whopping 45% of sales professionals report that they’ve actively pursued a new opportunity in the past six months 😳

Broken Rollercoaster

Leslie Venetz shares her rollercoaster journey in sales from making 150 cold calls to founding her own business...

The Best Sales Coaches Do These 10 Things

New sales coaching research hit the street last week. We break down the top 10 things the best sales coaches do...

🏀 The (Sales) Final Four 🏀

We start with the Sweet Sixteen of sales meetings and finish with the Final Four. See which four are the most...

💸 Compensation Trend: Base Trumps Variable

More reps choose to care about and negotiate base salary over the entire on-target earnings package. And the reason...

↖️ When They Zig, You Zag ↗️

Tech stocks are tanking, but software sales is still the place to be with plenty of tailwinds at our backs...

Small Tweaks, Big Results

Consider these small tweaks in our sales game to deliver big results. We bucket 17 tactics into five groups...

February 28, 2022

Content at Each Sales Stage

Cushion our communications with related content at every stage of our deal. Don't over-engineer it; just time it...

February 21, 2022

Making Steel Sexy

Grant Bordine spent over ten years in the steel industry selling raw materials to manufacturers across the country...

February 14, 2022

🥇 What's a Good Win Rate?🥇

Our ability to close deals defines most sales pros, but too many of us correlate that to win rate. Focus on quantity...

February 7, 2022

🤩 5 Proven Tips for LinkedIn Prospecting

A new SDR shows us how to set a meeting using LinkedIn messaging. And it's brilliant. Five proven tips...

January 31, 2022

The State of Sales 2022 🧐

Fresh thinking will marry the conventional, making the sales profession a go-to career for the ambitious and driven.

January 24, 2022

10 Ways to Handle Discounts

Discounting should be used sparingly. Don't cave on price. Try these 10 tactics to stand behind the value we deliver...

January 17, 2022

Your Victory Plan in 2022

It's territory planning season, and The Weekly Pitch has you covered with a few building blocks that are sure to make...

January 10, 2022

The 5 Best Sales Communities – Ranked

We preview five sales communities to consider joining, but one stands above the rest as the winner...

January 3, 2022

New Year's Resolutions – Sales Edition

Make 2022 your best year yet in sales with a menu of resolutions guaranteed to elevate your game and career to the...

December 27, 2021

🥳 Your Top 5 Posts From 2021 🥳

2022 is almost here! To celebrate, we look back at the top 5 most popular posts from 2021...

December 20, 2021

Day in the Life of an Enterprise Account Executive – Laura Rehn

Laura Rehn shares her day in the life and what it takes to be an enterprise account executive for a high-flying...

December 13, 2021

Day in the Life of a Sales VP – John Sherer

John Sherer shares his day in the life and what it takes to be a high-performing sales VP for a high-flying startup...

December 6, 2021

Day in the Life of a Senior SDR – Carlos Diaz

Carlos Diaz shares his day in the life and what it takes to be a high-performing senior sales development rep...

November 29, 2021

7 Words to Avoid Saying to Sales Leaders

The best closers know there's always more we can do. Here are twelve ideas to keep the momentum going with our top...

November 22, 2021

🔥 5 Hot Sales Tools to Add to Our Tech Stack 🔥

Sales teams need to keep their tech stack fresh with the latest tools to make selling easier and faster...

November 15, 2021

Level Up Your Next 1:1

Go into your next one-on-one with a more innovative format that's engaging for both the manager and the rep...

November 8, 2021

4 Sales Development Best Practices

Pranav Reddy, a seasoned sales development leader, is here to share four best practices to drive better performance...

November 1, 2021

Cold FaceTiming: Fad or Future?

There’s a lot of talk on LinkedIn lately about cold FaceTiming as an outbound strategy. Yes, you read that right...

October 25, 2021

💵 $ales Compensation Trends in 2021

Sales compensation is ever-changing, so we provide the latest trends and solutions to attract and keep talent...

October 18, 2021

8 Leaders Answer – What Advice Would You Give Your Younger Self?

If they could go back in time and talk to their younger selves, these eight leaders offer sage advice for all of us...

October 11, 2021

How Far Can Slack Take Us?

Salesforce is betting big that Slack is the future of sales, and selling with it boils down to a singular yet...

October 4, 2021

$0 to $80 Million – How Vimeo Solved Enterprise Sales in Two Years

No longer the "indie YouTube," Vimeo is taking the enterprise sale by storm. And it's doubling down...

September 27, 2021

The Secret to Rep Productivity

The pace of change in sales is accelerating like never before. Hire and build out a sales enablement team to keep rep...

September 20, 2021

The Most Dangerous Role in Sales

Asking our top performers to continue carrying a quota while managing a team of reps has dangerous consequences...

September 13, 2021

5 Ways to Say RIP to the PIP

"Performance Improvement Plans" are antiquated and don't even work. We offer five alternatives.

September 6, 2021

A Career Pivot Goes 💰 to 💰💰💰

Billy Brown shares a career pivot, his rise in sales leadership, and advice for aspiring leaders...

August 30, 2021

😯 The Least Engaged Salesperson Might Surprise You

Sales managers give extra support and attention to these two types of performers; the third is hung out to dry...

August 23, 2021

Pitch Any Generation With Three Easy Pivots

Slight differences exist between Gen Z, Millennials, Gen X, and Baby Boomers, but with small pivots in your strategy...

August 16, 2021

Salesforce+: When Netflix 📺 Meets Peloton 🚴‍♀️

Salesforce+ is a big bet on the future of streaming and the viability of its B2C reach. It's a mashup of Netflix and...

A New Win-Win Commission Structure

Lower customer acquisition costs, optimize for lead generation and incentivize reps at the same time...

D Is For Demo: Ace Your Next One With This Scorecard

New and tenured sellers alike can use this scorecard to drive a better demo experience for customers...

[VIDEO] Leaderboard – Gia DeRose

We sat down with Gia DeRose and discussed her rise in leadership and how we can get more women into sales...

What The ZoomInfo 💍 Chorus Marriage Means For Sales

ZoomInfo makes a splashy acquisition. Could this be the start of massive consolidation in the sales tech landscape?

Meet The Mental Health Superhero Of Sales

Stress levels are at all-time highs. Working in sales – an already stressful career – means mental health matters...

Track THIS Instead Of Sales Activity

The daily 60/40 cold call and email cadence is no longer effective. Track this new metric instead...

Keep Your Team Engaged With This Midyear Assessment

Working in sales is a grind. Ask your team these questions to boost morale and keep employees engaged...

Five Subtle Ways To Influence Your CEO (Or Boss)

Influencing your CEO is hard. Personality differences, power dynamics, sales leaders being given unrealistic goals...

Kyle Versus Elon Musk

Meet Kyle. He shows us how to compete against one of the biggest brands in the world and win all day, every day...

A New Mom Keeps Her Seat At The Table

She didn't let imposter syndrome or the birth of her second child stop her from closing one of the biggest deals...

Eight Ways To Grow Accounts Before The Deal Is Won

The best revenue leaders see ample opportunity to grow an account well before the deal is even closed...

Glass Half Empty

Missing "goal" is a terrible feeling in sales. And the data shows almost half of us get that feeling every year...

Wild Horses

She's freaky good at closing deals and riding horses. And a look at the fastest growing company you've never heard of.

The Qualtrics Sales Machine Is For Real

Qualtrics is still in big growth mode. Here's what the following sales metrics and goals look like for the company...

Like Actors, Sales Pros Get Typecast

The definition of “typecast” is to cast an actor repeatedly in the same role. Search “famous typecast actors,” and...

Sales Operations a Necessity More Than Ever

Pop quiz. Which Fortune 500 company first established the “sales operations” function 50 years ago? Here’s a hint...

Building a Sales Strategy? Include These 5 Components

Next time the CEO knocks on the door asking for a sales strategy to grow revenue at a bigger and faster clip...

Rarefied Air – Airtable's Valuation Doubles in Six Months

Airtable’s story is otherworldly. The company was valued at $2.5 billion just six months ago when the company raised...

The Future Model for Sales - Part 2

Today, the best performing companies seem to be winning with a go-to-market strategy centered around product-led...

The Future Model for Sales – Part 1

Fighting the urge to lead from the front is tough to do as a sales leader. But doing so could save our future...

Inside Dooly's Promise to Rid Sales Grunt Work

Vancouver-based Dooly affectionately leaned into their recent funding with branded “Series Eh!” swag. The company...

Square Wants to Double Their Salesforce in 2021

Coming off a quarter where profits grew 52% year over year, the company announced plans during last month's earnings...

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