Posts by Tarlia

Cold calls: we may not love them, but they’re here to stay. In fact, a study by Cognism found that while 95.2% of cold calls don’t convert, nearly half of buyers actually prefer cold call outreach. With the right approach, cold calling can be a game-changer, but only if you’re avoiding the pitfalls that turn…

Exceptional salespeople set themselves apart by mastering advanced techniques that go beyond the basics. These skills frame you as a knowledgeable, empathetic guide who genuinely understands your prospects’ unique challenges. Here’s a breakdown of the top five skills to level up your sales game: 1. Be Helpful Without Being Overly Friendly Prospects value professionalism over…

A Common Mistake in Sales: Over-Reliance on ROI Gong’s recent analysis of hundreds of thousands of sales deals revealed a surprising insight: close rates decline by 27% when sales teams focus heavily on ROI without using before-and-after storytelling. While ROI can seem like a compelling metric, leaning on it too much often correlates with lower…

As we step into 2025, it’s the perfect time to refine your strategies and focus on what truly drives results. Successful prospecting is the foundation of every effective sales process. It identifies opportunities, builds momentum, and ensures smoother sales cycles. So, what sets top-tier prospectors apart? These habits are key: 1️⃣ Balancing Realism with Aspirational…