Sales BQ® Blog

In order to be a quota crusher, you have to know how to ask the right questions. Understanding your prospect’s problem...

What is the Behavioral Quotient?

The behavioral quotient (BQ) is a measurement of behavioral intelligence, driven by...

The only way to measure anything sales-related is though revenue, revenue, and revenue—right?

Not quite. Revenue...

When your business is struggling to generate more inbound leads, the first place to make changes should always be your...

It's time to jump start your inbound marketing and lead generation. Organizations used to look for what we call a...

COVID-19 created a world-wide crisis and is negatively impacting many businesses. It's important we don't stop working...

These days, it can feel like all we talk about and all we hear about is COVID-19, the “new normal,” and how all of our...

For sales leaders, there is no playbook for what we have experienced in the last two weeks. Most of us have gone from...

3 Ways to Shift Your Sales Approach During Crisis

For the first time in recent history, salespeople (most of whom are...

If you're taking the time to read this guide, then I know you are ready to crush quotas. I'm Mary Grothe, CEO of Sales...

You may be starting out or far into your career, but there always comes a time to find a new role. Starting new can be...

I remember my very first promotion, I was 24, barely 2 years into my first job - and I was being promoted to an...

A coaching client of mine has experience, intelligence, and understands and retains the sales concepts we discuss. He...

1. Profile the prospect before the call and limit your outreaches to qualified prospects.

2. Don’t state your full name,...

In a previous blog, we discussed the 3 Attributes of Top Sales Performers. I’d argue that time management is easily the...

1. Use the prospect’s first name in the subject line, use a meaningful sentence as the subject, and avoid capitalizing...

A sales manager should manage both the “day to day” and coach up the best performances from their team. Finding the...

We’re all human… which means we’re all uniquely different! So why manage your sales team members the same way? Some are...

If you really want to bust through your revenue roadblocks, you need a holistic approach to growth. Sales BQ^® uses an...