It finally happened! After years of speculation, Google recently announced that there are more searches on smartphones than on desktop computers in ten countries (including the US and Japan). So in case there was any doubt, the era of mobile has officially arrived. So what does this mean for your business? Thanks to Google’s click-to-call feature on mobile […]

Does your sales team spend way too much time chasing small deals? Have you become too reliant on inbound lead quality? If so, I have good news – on Tuesday May 19, I’ll be moderating the How to Close Bigger Deals Webinar that will reveal proven ways to blow up the size and scope of your sales […]

Above virtually anything else, establishing credibility is the key to being a successful salesperson. People almost always prefer to buy from brands and individuals that they trust. They are often even willing to pay more to deal with trustworthy vendors. As an example, my mom always takes her car to be serviced at the Toyota dealership. […]

Are sales reps underestimating their ability to close deals? According to a new data from Implisit, account executives are underestimating their ability to close deals. The study, which analyzed data from 500,000 opportunities, reveals that the average rep wins 13% more deals than predicted. In addition, reps are underestimating the time it takes to close deals. […]

In many business-to-consumer (B2C) industries—such as the insurance industry—pricing is everything. But if you’re in B2B sales, and your deals are consistently being won or lost based solely on price, you’re doing something wrong. If you’re consistently having to undercut your competitors’ pricing, then you’re probably telling the wrong sales stories. Here’s the truth: customers […]

We doubt anyone ever chose to be a B2B sales rep because it seemed easy. B2B sales cycles have a reputation for being arduous grinds that require lots of perseverance,  tactical planning and often the use of sales acceleration tools in order to get head-to-head with a key decision maker at the right time. Though closing […]

Salesforce and Revenue.io are both fantastic tools for increasing inside sales reps’ productivity. But there’s a little-known (and free) way to make your inside sales team even more productive: the Salesforce console. Put simply, the Salesforce console offers a way for reps to view Salesforce that is more in tune with actual workflow. It can really help […]

If you want to succeed as an inside sales manager, you can’t be afraid to get into the weeds with your team. You need to understand your reps’ process. You need to gauge the individual strengths and weaknesses of each rep. No two sales organizations are the same. But by watching your reps work, and even by […]

Sometimes I think just how much more difficult my life would be without using the Lead Object in Salesforce. Using Leads in Salesforce not only gives me deeper insight into my funnel, but it also helps our Sales and Marketing teams work together to drive revenue. If you’re not using the Lead Object, your company […]

Want to improve your inside sales team’s revenue and productivity? One of the best ways you can achieve fast growth is by better qualifying your leads. When your quota-carrying account executives are spinning their wheels talking to unsuitable prospects, it’s wasting time that they could be spending closing deals and moving valuable leads through your funnel. By quickly […]

Depending on your price point, business-to-business (B2B) sales cycles can be long. And sure, it probably will take your reps longer to sell a marketing automation system than a TV — much more is at stake. But I can say with almost 100% certainty that your sales cycles are longer than they need to be. In my experience, the number […]

The following is a guest post by Rajesh Setty, President and co-founder of WittyParrot, a content delivery platform. The secret weapon for your B2B sales teams is mastery of second contact and beyond. Mastery of second contact and beyond includes, but is not limited to: Being responsive Being contextually relevant Being trustworthy Having the X-Factor […]