Tactics for sales teams selling into committees, deep dives on HubSpot operations, and notes from the people building LeadLx.
Sales Pipeline
Most stalled deals never lost to a competitor. See the real reason deals stop moving, and five concrete moves that get them unstuck.
CRM Data
LinkedIn shows a job change the day it happens. Your CRM waits for a rep to notice. See why that gap keeps opening back up, and five habits that close it.
Buying Committee
Three roles decide most deals, and most reps have only met one of them. See what each one controls and how to find the other two before they surprise you.
LinkedIn Prospecting
Sales Navigator is not the only way in. Boolean search, free filters, and a disciplined batch habit find just as many leads for free.
Sales Productivity
Real selling time runs under a third of the workday. See where the rest actually goes, and how much of it a rep can get back.
Sales Pipeline
A pipeline tracks what your reps do. A funnel tracks how buyers convert. See the real difference, and why mixing them up wrecks a forecast.
CRM Data
B2B CRM data decays 22.5% a year on average. Here is what that actually costs a sales team, and the habits that keep records from going stale.
Buying Committee
Ten people decide, and most reps have met one of them. Who sits on the committee, which role is always missing from the CRM, and how to map a live account in 30 minutes.
LinkedIn Prospecting
Most reps do the finding well and the recording never. Here is the whole motion, from account list to a HubSpot record that is still accurate next month.
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