If you were to take a cross-section of all the world’s top performing sales leaders, I bet you’d find something important they have in common: they are perpetually on the hunt for new opportunities to optimize sales ROI. They are always on the lookout for new metrics to track that can help them make smarter revenue […]

Investments in sales management training has soared over the last two decades, with U.S. corporations alone spending $15 billion each year, according to the Harvard Business Review. With such high amounts being spent, businesses are understandably keen to measure their return on those investments. However, the ROI on this type of training is more difficult […]

2017 is here! As sales professionals, we’re always looking for new ways to expand our skill set and make new connections. Going to the right conferences can actually offer fantastic ROI to sales professionals. First of all, there are almost always sessions and keynotes featuring top industry experts. It’s a great place to share strategies […]

It can be a challenge to remain customer-focused when the pressure is turned up from your sales managers, especially at the end of a quarter. It’s even more challenging at the end of the fiscal year. It’s easy to just focus in on the numbers. Now don’t get me wrong- we are all hired to […]

Sales prospecting is incredibly difficult. If you have a manager-level title or above, you’re probably inundated with a stream of emails and InMail from B2B sales reps trying to make deals. Let’s be honest, none us us have time to read them all, let alone respond. According to research from TOPO, only 29% of sales emails […]

Going into a new sales year, it’s more important that ever to ensure that sales and are in lock-step. One of the biggest mistakes that I see B2B companies make is assuming that Marketing’s job is simply to generate leads. Sure, generating high-quality leads is an essential ingredient in a healthy sales pipeline. But the best […]

Sales managers have the power to inspire their team to top performance and help reps achieve their career goals. It’s therefore no coincidence that many of the world’s most successful sales organizations have both recruited top sales leaders and provided them with the tools they need to coach their team to success. We scoured the […]

Step onto the showroom floor at any large-scale technology conference and you’re bound to see hundreds or even thousands of technology vendors offering competing solutions. Each promises to be the magic bullet that maximizes productivity and drives exponential revenue for your business. But the truth is that all companies have a limited budget. No one […]

Sales operations managers are often viewed as a sales team’s MVP. Why? Because the best sales ops superheroes regularly find ways to remove reps’ stumbling blocks and improve their productivity. But sales operations managers also have the power to motivate reps to peak performance. Here are three awesome ways that sales ops experts are motivating […]

A great sales operations manager or director of sales operations is nothing short of a superhero. More and more sales leaders are waking up to just how important a role sales operations has become. Just think of all the data involved in sales today. There’s prospect data that, when delivered in the right context, can […]

Imagine that you’re on a sales discovery call and it’s going really well! You’ve built rapport, identified an urgent need for a solution and established that your prospect meets all your technical requirements. But the most crucial part of the call typically occurs during the last couple minutes. In this highly competitive business climate, you can’t end your […]

I just got back from a trip to Italy with my wife and the last city we hit was Rome. I kept thinking about that saying “all roads lead to Rome.” In B2B sales, you might say that all roads lead to a sales conversation. Sure, a relationship with a prospect might originate over email or […]