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“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading navigation app which Google acquired, boiled down the secret of successful entrepreneurship.

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities. Increase your odds of prospecting success by only focusing on the most appropriate prospects for your solution. That means defining what the most valuable customer looks like for your company using a “reverse engineering” concept based on specific demographic criteria and certain behavioral characteristics. In marketing lingo, these criteria form an “ideal client profile” or ICP.

Back in the day, sales prospecting was a straightforward activity: 50 calls a day. Today, prospecting has evolved as everyone spends less time talking on the phone. The most notable change is the quantity of prospecting emails sent out by sales teams.

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities that fail to close.

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook.

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highlighted three essential sales insights that you can apply to B2B sales.