In TOPO’s 2019 Sales Development Benchmark Report, 88% of respondents cited SDRs as an important channel in their outbound strategy. Combined with an increasing emphasis on the importance of live call execution and conversational skills, it’s clear that the role of a sales development rep has changed. This change necessitates a shift in the skillset […]
It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]
The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, nails the value prop, and has the prospect ready to sign in seconds. If you are one of these reps, […]
If you’re not one of 54.3% of sales reps that meet or exceed their sales goals, you’re probably wondering how to become one. You may think it requires constant pitching, non-stop prospecting, and continuously pushing towards a close. If so, you’re wrong. Top-performing sales reps get that way by doing things very differently. They do […]
Our Founder and CEO Howard Brown appeared live on Cheddar at the NYSE to discuss how we are using artificial intelligence to analyze hundreds of millions of sales calls and help improve a company’s sales tactics. As human communication continues to play a core role in how people connect, companies are looking for ways to […]
All business people face increasing demands for time. Naturally, that means the people you are selling to don’t always want to be on the phone with you. However, if you can guarantee an enjoyable interaction each and every time you speak with your prospects, they will want to spend more and more time with you. […]
At their core, salespeople only want to sell. The best ones do this by genuinely helping customers by providing them with products and solutions that improve their lives. Salespeople also use technology to make their jobs easier. The tools, platforms, data, and capabilities that the modern salesperson has at their disposal stand to make them […]
Today’s business buyers are accustomed to personalized buying experiences. We all experience the convenience and speed of consumer transactions in our personal lives, and have come to expect it in the workplace as well. Salesforce found that 80% of customers say the experience a company provides is as important as its products and services. The […]
According to Marketo, 10.99% of sales referrals convert. The same research found that only 0.9% of regular sales prospects turn into customers. That’s a huge difference. One reason for this variance is likely due to the fact that only 3% of people consider salespeople to be trustworthy. Additionally, most buyers now research and select vendors […]
Today’s sales environment is vastly different from what it was just a few years ago. Buyers, enabled by the internet, now do far more research prior to speaking with a salesperson and are more educated as a result. Buying committees are also larger, and now include an average of 6.8 or more stakeholders. This leaves […]
No matter how consistently you coach your reps or how well they’ve performed in the past, there are always times when sales teams struggle to hit their goals. This can be especially true at the end of a challenging quarter or year. Your reps may be giving it their all, but seem to be running […]
Sales reps typically acquire leads from marketing lists, online campaigns, research, social media, or old-fashioned cold calling. These often provide sufficient lead volume for team members to hit their targets. But, sometimes they just aren’t enough. Where can reps find more leads to meet or exceed their goals as the end of the month, quarter, […]