We all want to feel secure in the decisions we make. And it’s a lot easier to make a decision when you know that other people have made a similar decision and feel confident with the results. That’s why referrals and testimonials matter so much in sales. In fact, testimonials are one of the most prominent ways […]

Imagine someone interrupts your busy day with a phone call. They don’t greet you by name or ask how you are, they go straight into pushing a product on you that doesn’t solve any of the problems that you’re currently facing, They haven’t asked you any questions, they’ve just spoken. By the end of it, […]

Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]

A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, and sales teams have followed to record call outcomes. Call dispositions give sales managers valuable intelligence they can use to […]

When our customers reach out to us it’s an important moment. Virtually no one calls companies to chat idly. Think about the last time you called a business. Chances are you either were seriously interested in making a purchase or you needed immediate customer service. When your prospects are ready to have a serious sales conversation there are few […]

According to CSO Insights, organizations are using an average of 10 sales tools and plan to add another four within the next 12 months. As teams pile on more and more applications in the hopes of finding that “magic bullet” that will let them decimate their quotas, sales technologies stacks continue to expand. But where […]

There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, temperament, and communication skills. Ultimately, your organization’s definition of a “good” sales rep may be very different than another. Your […]

I don’t think anyone ever claimed that prospecting for new B2B leads is an easy task. At any given time, it can be a difficult to know the best prospects to reach out to. I recently had the pleasure of helping to organize a fantastic webinar on B2B sales prospecting. Panelist Ben Sardella, co-founder of Datanyze, […]

When I was working as an agency marketer, I had the opportunity to work with several healthcare clients. Though the particular healthcare services those companies offered ranged, they all had a couple things in common. First of all, they all operated call centers that took inbound calls from prospective patients. Secondly, they were investing heavily in ads that were specifically […]

The Sales Process: What it is and why you need one The sales process is one of the most determining factors of success within every organization. Furthermore, every sales organization has one, whether they know it or not. At its core, the sales process is the roadmap for the route that sellers bring buyers through […]

When you get on the phone with prospects, you are the front-line emissary for your brands. With the right knowledge and attitude, your prospects will see you as an ally who is helping them solve problems. But far too often, sales reps and SDRs strike out during sales calls. Why do they strike out? Usually it comes down to the […]

Lead handling and routing is one of the most vital features of any marketing automation solution. With a robust solution such as Marketo, for example, leads from specific forms can be configured to alert a specific set of sales reps and other interested parties, and trigger many other behaviors upon delivery, such as scoring values. […]