The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact […]
It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]
According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” […]
Ever since the introduction of automation to sales, the great debate has been ongoing: What activities, interactions, and conversations should be automated so prospect can interact on their own, and what should be done with […]
I recently read some psychology research that transformed what I thought I knew about multitasking. The article, published by Wharton researchers in the December 2018 issue of the journal Psychological Science is titled “The Illusion […]
If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. The prevalence […]
One of the oldest principles of sales is the more time you spend selling, the more revenue you will generate. Unfortunately, as a sales rep, you can’t always focus purely on your sales efforts. Today, […]
The day my team at a previous company started using local presence dialing was the day our numbers turned around for good. Before that, the caller ID displayed an 800 number to prospects. The connection […]
The most powerful tool a sales manager can have is data, but it is often their biggest liability. Quality sales data allows managers to accurately predict, forecast, and develop sales strategies to ensure reps are […]
Autodialers should be dead to anyone in sales. As in, left for debt-collectors, scammers, and telemarketers. If you’ve spent any amount of time in sales you have heard the age-old rule – “it’s a numbers […]
Leaving voicemails is part of the sales process. It’s like every other essential sales activity that can be measured, analyzed, and improved. Depending on the size of the sales team, reps could be leaving thousands […]
The Best Response Time Wins A recent experiment revealed that only 42% of B2B companies responded to leads within 5 days (yes, you read that right — days). What’s even more shocking is the fact […]
