Cold calling
Cold email vs cold call: the tradeoffs and when to use each
Cold email vs cold call, compared honestly: what each channel is good and bad at, when to lead with one, and how to sequence calls and emails together.
8 min read
Sales framework articles
Frameworks give a sales conversation a shape. These articles explain the rules of thumb and acronyms reps hear early in the job, such as the 3 F's, the 4 W's and the 3-3-3 rule, and what each one is actually useful for on a call.
None of them is meant to be read out word for word. Use them to plan your questions and to check your calls afterwards. For the full methodologies, like SPIN, MEDDPICC, NEPQ, Challenger and Sandler, the methodology guides cover each stage with example questions and a scorecard.
Every article on sales frameworks
24 articles- Sales frameworks
Discovery call questions: 45 to ask, by stage
45 sales discovery call questions grouped by stage of the call, what each one uncovers, and how they map to SPIN, MEDDPICC, BANT and NEPQ.
11 min read - Cold calling
How to follow up after no response: emails and calls
A respectful follow-up sequence for prospects who go quiet: when to send each email and make each call, templates for every touch and when to stop.
8 min read - Cold calling
How Many Cold Calls Per Day? Work Back From Your Goal
There is no magic daily number. Work back from your meeting goal with a simple funnel formula, then set dial and conversation targets you can hit.
10 min read - Cold calling
How to book more meetings from cold calls
Turn more cold call conversations into booked meetings: when to ask, what to say, how to handle the stall and how to make sure the meeting happens.
11 min read - Cold calling
How to sell over the phone: a 7-step call structure
How to sell over the phone without sounding scripted: a seven-step call structure with example lines, the voice habits that build trust and how to close.
9 min read - Sales frameworks
Sales Call Checklist: Before, During and After
A practical sales call checklist: research, goal and agenda before the call, discovery and a next step during it, then notes, follow-up and a self-score.
9 min read - Sales frameworks
Trial Close Questions: 25 Examples by Sales Stage
25 trial close questions grouped by sales stage, how to read each answer, and the habits that make a trial close feel pushy instead of helpful.
10 min read - Sales frameworks
What Questions Are Asked in a Sales Interview?
25 common sales interview questions with example answers, answer frameworks, and tips for practicing them before the interview.
14 min read - Onboarding and coaching
How Can Reps Practice Objection Handling Regularly?
Objection handling is a perishable skill. A simple, low-friction routine that keeps your team's responses sharp without hours of manager time.
8 min read - Onboarding and coaching
What Is Sales Roleplay Training?
Sales roleplay means practicing sales conversations without risking real deals. The main types, the benefits and how to run good sessions.
8 min read - Onboarding and coaching
What Are Effective Sales Coaching Techniques?
Stop "telling" and start coaching. Discover the 5 most effective techniques used by elite sales managers to drive behavioral change and revenue growth.
12 min read - Sales frameworks
How Do I Prepare for a Sales Interview?
A step-by-step guide to acing your sales interview — from researching the company to practicing your pitch to handling curveball questions.
11 min read - Sales frameworks
What Are the 4 W's in Sales?
The 4 W's framework (who, what, why, when) for structuring discovery calls, with example questions, a sample call and common mistakes.
9 min read - Cold calling
What Are the Best Cold Calling Scripts for Beginners?
Copy-paste cold calling scripts that actually work — proven frameworks for openers, discovery questions, and closes that convert prospects to meetings.
11 min read - Sales frameworks
What Are the 7 P's of Sales?
Break down the 7 P's of sales — Product, Price, Place, Promotion, People, Process, and Physical Evidence — and learn how each one drives revenue growth.
11 min read - Sales frameworks
What Are the 3 F's in Sales?
The 3 F's of sales (find, feel and faith): a framework for building trust, finding the real pain and moving buyers toward a decision.
8 min read - Sales frameworks
What Is the 40/40/20 Rule in Sales?
The 40/40/20 rule in sales: spend 40% of your time on existing customers, 40% on warm prospects and 20% on cold prospecting, with a weekly plan.
9 min read - Sales frameworks
What Are the 5 Sales Techniques Every Rep Should Know?
Five essential sales techniques (consultative, SPIN, social, solution and challenger selling) and when to use each one to close more deals.
11 min read - Sales frameworks
What Are the Four Pillars of Cold Calling?
The four pillars of cold calling (preparation, personalization, persistence and performance) and how to strengthen each one.
9 min read - Sales frameworks
What is the 3-3-3 Rule in Sales?
The 3-3-3 rule in sales: a simple outreach cadence of 3 touches across 3 channels in 3 days, and how to use it to reach more prospects.
8 min read - Sales frameworks
What Are the Three C's of Cold Calling?
The three C's of cold calling (confidence, clarity and connection) and how to build each one so prospects stay on the line.
8 min read - Cold calling
What is the 80/20 Rule in Cold Calling?
How the 80/20 rule (the Pareto principle) applies to cold calling, and how to find the few activities that drive most of your pipeline.
8 min read - Roleplay and practice
Using AI to Train for Discovery Calls That Convert
Learn how AI roleplay helps reps master discovery calls by practicing questioning techniques, active listening, and qualification frameworks.
9 min read
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