What does inbound sales mean in 2023? If you ask five different companies how they define inbound sales, you may just get five different answers. That’s because sales processes vary wildly from organization to organization. Some companies split salespeople into dedicated inbound and outbound sales development teams, while other companies task reps with both prospecting […]

Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked lots of questions during a recent demo and appear to be very excited about your customized proposal. You’re expecting a […]

There’s no debate that measuring data is one of the best ways to ensure your reps’ success, but how do you know which are the ‘right’ kinds of metrics to measure? Though every business may have specific metrics they focus most on, there are three categories of metrics you need to be aware of to […]

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 […]

At its very core, a sales rep’s job description is to lead. Outside of transactional sales models like retail and e-commerce, deals are not signed unless a sales rep leads a prospect to a buying decision. Sure, the ability to lead customers is a must. But some of the most successful salespeople have already realized […]

Our new eBook asks 20 top sales experts, lead generation gurus and C-level execs about the most important sales strategies they’ve recently implemented. While the responses were refreshingly diverse, one clear piece of advice is that there can be powerful results when companies separate salespeople into various roles. Many sales organizations foster intensely competitive environments. […]

Each day, LinkedIn prompts each of us to “say congrats” on someone’s new job. Directors become VPs,  VPs become CXOs, and CEOs found new companies. The changes accompanying executive role shifts is much like what happens when coaches leave one team for another, or a political leader takes power. Entire systems of operations change, as […]