How to Hire High-Performing B2B Salespeople

How to Hire High-Performing B2B Salespeople

Let's be honest - hiring great salespeople is one of the toughest challenges founders and sales leaders face. The difficulty isn't just in spotting raw talent; it's in the fact that salespeople are, well, really good at selling themselves. This makes it incredibly tricky to distinguish between a potential sales superstar and someone who's just really good at telling you what you want to hear.

So, how can you increase your chances of hiring top-performing salespeople and avoid these costly missteps? Don't worry, Pitch Lab has got you covered.

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How to Structure a Stellar First Meeting in B2B Sales

How to Structure a Stellar First Meeting in B2B Sales

A salesperson recently came up to me after a training session and asked, “What does a perfect first sales meeting look like?”

While the word perfect is both subjective and elusive, this is the basic framework I gave her to ensure a great first meeting.

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Lessons Learned from Scaling a Distributed Sales Team

Lessons Learned from Scaling a Distributed Sales Team

Are you looking to expand your sales force across the nation? Scaling a distributed sales team comes with unique challenges. At Pitch Lab, we've learned valuable lessons about fast growing sales teams from both our successes and mistakes.

Here are five critical tips to help you grow your remote sales organization effectively:

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5 Tips for Creating a Sales Culture of Accountability

5 Tips for Creating a Sales Culture of Accountability

As a founder, CEO, or sales leader in the B2B space, one of your biggest challenges is fostering accountability within your sales team. This is especially true in today's increasingly distributed work environments.

Here are five key strategies to help you build a culture of accountability and drive results.

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How Sales Leaders Can Use AI to Create Playbooks 90% Faster 🤖

How Sales Leaders Can Use AI to Create Playbooks 90% Faster 🤖

I ❤️ a Robot Named Claude.

This post will show you how to use Claude.AI to write sales processes and create a playbook 90% faster.

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Why Your Sales Hires Keep Underperforming (and How to Finally Fix It)

Why Your Sales Hires Keep Underperforming (and How to Finally Fix It)

One of the biggest sales frustrations I hear from CEOs is:  “Most of the salespeople we hire don’t work out because they don’t live up to expectations.”


Hiring high-performing salespeople is hard. You’re right. I get it. 

However, if your sales growth plan is dependent on hiring a bunch of A+ salespeople who can just “figure it out,” I highly recommend you rethink this strategy.

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Why You're Selling Wrong If You're Not Providing Expertise

Why You're Selling Wrong If You're Not Providing Expertise

The Wolf of Wall Street stigma stays inside people's heads.

And then when I enter an organization as a sales consultant, you find these really talented people (whether they're subject matter experts, tech architects, SEO specialists, UX designers) who are fantastic at sales, but they flat out don't want to sell.

“I can't sell!” They say as soon as you call what they're doing sales. They finally get in front of a prospect, they shut down.

What my message to them is, you're actually the best salesperson of all.

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What Sales Leaders Can Learn from Star Wars Legos

What Sales Leaders Can Learn from Star Wars Legos

Imagine I dump a pile of Legos on your desk and ask you to build the Millennium Falcon without the instructions.

Even the best builders will struggle.

This is effectively what you’re doing when you hire a salesperson, hand them a stack of business cards, and say “double our revenue."

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How to Tell a Captivating Story like a Stand-Up Comedian!

How to Tell a Captivating Story like a Stand-Up Comedian!

Great comedians say standup skills are like muscles. They’ll atrophy if you don’t use them. If an athlete wants to win the gold medal in swimming, they get in the pool every day. Want to win “the gold” at standup? Get in the pool.

Welp, I hadn’t been in the proverbial pool since 2019. This was my biggest in person crowd since pre-covid – roughly 125 folks in the room. At the last minute I got hit with a bit of stage fright that came in the form of dry mouth. I couldn’t help but smile while thinking my lips are so dry, I could do an amazing Fire Marshall Bill impression right now.

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How to Manage Your Stage Fright like a Stand-Up Comedian

How to Manage Your Stage Fright like a Stand-Up Comedian

Here’s the thing I’ve learned about stage fright. Everyone gets it. If not always, at the very least from time to time.

And if anyone ever tells you they never get stage fright, they’re lying. Put that person in the right context, where the stakes are high enough, and they will get stage fright.

We get stage fright because we want to do well and be accepted. We get stage fright because we care.

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