To build a world-class sales organization, you need to be able to predict the future. And by tracking the right metrics, sales leaders can gain the fuel they need to make smarter decisions and help their sales teams drive more revenue than ever. So if your sales team is not already leveraging predictive analytics, you may be […]

Since releasing our Complete Guide to Inside Sales Analytics, I’ve had some time to reflect on what the most important sales metric is. While there are dozens of metrics that I believe sales leaders must track in order to succeed, one metric keeps sticking out in my mind, and it’s a fairly simple one: sales conversations […]

House of Cards is back for its forth season. This is just one of those shows that keeps getting better and better and I can hardly wait to see how the latest season ends (I envision some binge-watching in my future). If you’re new to House of Cards, it’s the story of Frank Underwood (played by Kevin Spacey), […]

In my experience, one of the biggest differences between successful and unsuccessful sales reps has been the amount of sales conversations that they have each day. A lot of work goes into having a single successful sales conversation. The most successful reps follow up relentlessly, leverage tools to connect with more prospects and can keep qualified prospects on […]

Tell me if this sounds familiar: a newly hired sales rep spends a week or a few studying your sales playbook, then jumps on a phone call. The call is terrible. When so much is wrong with a phone call, do you address style, substance, personalization, opening remarks, the ask, closing remarks, or what? And […]

If your inside sales team is making a lot of calls and using Salesforce, it makes a lot of sense to integrate telephony and CRM as closely as possible. By adding voice capabilities to Salesforce, not only will reps reap massive productivity gains, but managers will also be rewarded with greater visibility into reps’ activities and outcomes. So if […]

The following guest post is by Dan O’Brien, marketing manager at Prialto. It originally appeared on Salesforce Ben, and is reprinted with the author’s permission.  Want to know how to optimize your new CRM setup? Start by finding a stellar CRM administrator on your team. Nearly 60% of Salesforce implementations are unsuccessful, always due in some […]

Recently, I had a conversation with the CRO of exciting SaaS startup. He had built sales development six months earlier and was frustrated with the results to date. Prior to his current role, he was Director of Sales for a well-established, big name company. Now at a startup, he faced no name recognition and next-to-no […]

There are so many factors that go into managing a sales development team. You need the right reps, a solid strategy and a repeatable sales process. However, one of the most important things that sales leaders need is insight into their SDRs’ activities. It seems simple enough, but unless you’re tracking the right data points […]

Valentine’s Day is here again. Now I know some of you may associate this holiday with sending over-priced flowers, booking reservations a month in advanced for a lackluster prix-fixed meal or being not-so-gently reminded that you’re single (Hey, I used to be a Valentine’s Day hater myself). But then I came to the realization that any opportunity to show […]

Sales operations professionals are often the unsung heroes of a sales team. Sure, you need seasoned closers to run deals into the end zone. But unless reps are using CRM properly and adhering to a sales process, deals that could have resulted in touchdowns will end up languishing near the 20-yard line. A great sales operations manager can make closing […]

The following is a guest post by John Lee Dumas, host of Entrepreneur on Fire and author of The Freedom Journal, your guide to accomplishing your #1 goal in 100 days. About one year ago, I realized something powerful as a result of hundreds of in-depth conversations with some of the world’s most successful entrepreneurs: successful […]