How much time are your sales reps wasting preparing for calls? According to a new CSO Insights study, sales reps are spending 20% of their time researching prospects themselves. That’s a full workday each week, and 52 days-per-year. While sales research isn’t exactly a waste of time, one fact remains: every moment that reps spend […]

It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]

Like many others before me, discovering marketing automation was a defining point in my career. And once you see the light, there’s no going back. I remember the old days of sending out email campaigns without any knowledge of how those campaigns were affecting conversions or contributing to pipeline. But marketing automation tools such as […]

Scaling, or the stage that follows an organization’s growth phase, is especially challenging for a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. Additionally, when selling a new product in an emerging market, freshly hired sellers & managers are tasked with testing messaging to find […]

It’s the second month of the third quarter. Some sales teams are scrambling now, increasingly worried they won’t make annual quotas. Regardless if your team is on pace to hit their targets, or not, it’s a great time to review the first half. How do you stay on track or make adjustments to get there? […]

The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, nails the value prop, and has the prospect ready to sign in seconds. If you are one of these reps, […]

If you’re not one of 54.3% of sales reps that meet or exceed their sales goals, you’re probably wondering how to become one. You may think it requires constant pitching, non-stop prospecting, and continuously pushing towards a close. If so, you’re wrong. Top-performing sales reps get that way by doing things very differently. They do […]

Not all of your prospects are meant to be your customers!That’s why it’s so important to clearly define what a sales-qulaified lead (SQL) is for your company.

For years, pundits were predicting “the death of the phone call.” In fact, nothing could be further from the truth.. According to BIA/Kelsey, $64.6 billion is spent each year across media just to generate calls to businesses.  More data from BIA/Kelsey reveals that 66.4% of companies surveyed report calls as a high-quality lead source—higher than any other […]

All business people face increasing demands for time. Naturally, that means the people you are selling to don’t always want to be on the phone with you. However, if you can guarantee an enjoyable interaction each and every time you speak with your prospects, they will want to spend more and more time with you. […]

I remember a time I was working at another company as an account executive (AE), when our sales development rep (SDR) transferred a call over to me out of the blue. There was no data about the prospect in in our CRM, so I didn’t know what solutions she was interested in buying, I didn’t […]

Since Apple’s iPad mini came out last year, it has quickly become one of our favorite mobile business devices. This is an updated version of the popular productivity guide that we put out several months ago. Over time, we’ve found that the mini is the perfect size for portability, while offering a screen size that’s conducive […]