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From short-form takeaways to long-form briefings, these articles distill the most useful insights & plays for selling and marketing in 2023.

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Most recent posts
  1. Nov 8, 2023
    My Search for The Perfect Work Schedule for Sales Reps

    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!

    • Nicholas Thickett
    by Nicholas Thickett
    4 min read
  2. Sep 6, 2023
    How to Curate Your LinkedIn Profile to Avoid Scaring Away Prospects

    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.

    • Morgan Smith
    by Morgan Smith
    4 min read
  3. Aug 29, 2023
    The 2x2 Grid for Prospect Research

    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.

    • Morgan Smith
    by Morgan Smith
    4 min read
  4. Aug 22, 2023
    Create an Account Plan by Mapping the Earthquake

    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.

    • Morgan Smith
    by Morgan Smith
    12 min read
  5. Aug 15, 2023
    Three Ways to Find LinkedIn Posts Worthy of a Comment

    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.

    • Morgan Smith
    by Morgan Smith
    5 min read
  6. Aug 8, 2023
    The Three Types of Prospects on LinkedIn

    The Three Types of Prospects on LinkedIn

    Discover the three common themes of prospects on LinkedIn to use when you develop your message.

    • Morgan Smith
    by Morgan Smith
    3 min read
  7. Aug 1, 2023
    Introducing the One Up Club and the Team of Ten

    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.

    • Morgan Smith
    • Nicholas Thickett
    by Morgan Smith, Nicholas Thickett
    4 min read
  8. Aug 1, 2023
    The Five Rules of Social Selling

    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.

    • Morgan Smith
    • Nicholas Thickett
    by Morgan Smith, Nicholas Thickett
    6 min read
  9. May 5, 2023
    Blank Connection Warm Up Routine

    Blank Connection Warm Up Routine

    Easily gain coverage in top accounts with this daily Sales Navigator workflow

    • Nicholas Thickett
    by Nicholas Thickett
    4 min read
  10. May 4, 2023
    The Jedi Mind Trick of Pitching on LinkedIn

    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.

    • Morgan Smith
    by Morgan Smith
    6 min read
  11. Apr 28, 2023
    How to Use The LinkedIn Passion Connect Play to Land Enterprise Accounts

    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.

    • Nicholas Thickett
    by Nicholas Thickett
    3 min read
  12. Apr 19, 2023
    Continuing Conversations

    Continuing Conversations

    A simple framework to have better conversations and earn meetings – without needing to send 100s of DMs.

    • Nicholas Thickett
    by Nicholas Thickett
    4 min read
  13. Apr 14, 2023
    ABSD using Sales Navigator

    ABSD using Sales Navigator

    An advanced workflow for breaking into accounts in less than 30 days.

    • Nicholas Thickett
    by Nicholas Thickett
    8 min read
  14. Apr 4, 2023
    The new environment of financial discipline

    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.

    • Morgan Smith
    by Morgan Smith
    8 min read
  15. Mar 16, 2023
    Sales Navigator is finally useful for research

    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.

    • Morgan Smith
    by Morgan Smith
    5 min read
  16. Mar 7, 2023
    Running a Prospecting Power Hour

    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.

    • Nicholas Thickett
    by Nicholas Thickett
    5 min read
  17. Feb 28, 2023
    Instead of a personal brand, start here on LinkedIn.

    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?

    • Morgan Smith
    by Morgan Smith
    5 min read
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