Explore Our Insights
From short-form takeaways to long-form briefings, these articles distill the most useful insights & plays for selling and marketing in 2023.
Browse Our Best Stories
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Nov 8, 2023
My Search for The Perfect Work Schedule for Sales Reps
This is the Sales Schedule That Will Help You Exceed Quota Without Heading into an Early Grave!
by Nicholas Thickett• 4 min read -
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Sep 6, 2023
How to Curate Your LinkedIn Profile to Avoid Scaring Away Prospects
How exactly do you craft a LinkedIn profile that warms up your prospects instead of scaring them away? We dive into tips and tricks from Mandy McEwen, Riley Blaisdell, and more.
by Morgan Smith• 4 min read -
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Aug 29, 2023
The 2x2 Grid for Prospect Research
A simple tool to help you focus your research efforts before you start outreach. This is useful for breaking into larger accounts as well as outreach to an entire market segment.
by Morgan Smith• 4 min read -
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Aug 22, 2023
Create an Account Plan by Mapping the Earthquake
Your messaging isn't the problem. If you're struggling to break into an enterprise account, it's the way you're mapping out the account and building your business case. Utilize the "Mapping the Earthquake" exercise to break in quickly and effectively.
by Morgan Smith• 12 min read -
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Aug 15, 2023
Three Ways to Find LinkedIn Posts Worthy of a Comment
Bypass all the company propaganda posts and quickly find posts that are worthy of commenting.
by Morgan Smith• 5 min read -
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Aug 8, 2023
The Three Types of Prospects on LinkedIn
Discover the three common themes of prospects on LinkedIn to use when you develop your message.
by Morgan Smith• 3 min read -
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Aug 1, 2023
Introducing the One Up Club and the Team of Ten
We're bringing in real sales experts to build out our new membership offer: the One Up Club. Learn about the Team of Ten and whether you're the right for the Club.
by Morgan Smith, Nicholas Thickett• 4 min read -
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Aug 1, 2023
The Five Rules of Social Selling
What did we do to close a $154K deal off of LinkedIn? Learn the five fundamental rules of social selling.
by Morgan Smith, Nicholas Thickett• 6 min read -
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May 5, 2023
Blank Connection Warm Up Routine
Easily gain coverage in top accounts with this daily Sales Navigator workflow
by Nicholas Thickett• 4 min read -
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May 4, 2023
The Jedi Mind Trick of Pitching on LinkedIn
Sellers need to practice the ancient art of networking on LinkedIn so they can perform the Jedi Mind Trick of pitching without pitching. Here's how.
by Morgan Smith• 6 min read -
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Apr 28, 2023
How to Use The LinkedIn Passion Connect Play to Land Enterprise Accounts
In this 1Up play, we'll show you how to use LinkedIn to connect with decision-makers, establish yourself as a trusted advisor, and ultimately win new business.
by Nicholas Thickett• 3 min read -
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Apr 19, 2023
Continuing Conversations
A simple framework to have better conversations and earn meetings – without needing to send 100s of DMs.
by Nicholas Thickett• 4 min read -
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Apr 14, 2023
ABSD using Sales Navigator
An advanced workflow for breaking into accounts in less than 30 days.
by Nicholas Thickett• 8 min read -
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Apr 4, 2023
The new environment of financial discipline
Interest rate increases have created a domino effect in the market for startups and established businesses, making money more expensive to lend & borrow. Sellers need to adapt new tactics for this era where CFOs have more weight than ever before.
by Morgan Smith• 8 min read -
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Mar 16, 2023
Sales Navigator is finally useful for research
Sales Navigator has recently rolled out some new features that have made finding target leads and accounts much easier. Let's dive into how it works.
by Morgan Smith• 5 min read -
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Mar 7, 2023
Running a Prospecting Power Hour
Borne out of necessity, I built a simple three-step process to prospect every day to keep my sanity + stay on top of core activities.
by Nicholas Thickett• 5 min read -
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Feb 28, 2023
Instead of a personal brand, start here on LinkedIn.
The sad truth is every influencer I know hates when their posts go viral. It's all attention, no credibility. Those viral posts rarely translate into sales. So what should you do instead?
by Morgan Smith• 5 min read -
