With the majority of 2019 already in the rearview mirror, it’s time to start planning 2020. Thanks to the major advancements in sales technology over the past few years, one of the most important components […]
Sales cadence: why does it matter? A sales cadence (also known as a sales sequence) is a scheduled set of engagements between a salesperson and a potential customer of a business. Some of the steps […]
Artificial intelligence has already permeated our lives as consumers. The transformation was discreet, but it has made things better in every way. The last time you used Netflix, an AI helped you decide what to […]
Building sales cadences in Salesforce is an effective way to streamline your lead response or prospecting efforts. To stay competitive, using a sales cadence (also called a sales sequence), or automation of sales messaging, is […]
Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with […]
In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps […]
The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team […]
Scaling, or the stage that follows the growth phase of an organization, is especially hard on a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. […]
Call recording is an incredibly valuable tool for sales managers to leverage during sales coaching and training. It allows them to coach large teams at scale by granting them the ability to capture every call […]
Modern sales reps have more communication channels available to them than ever before. SMS messages, email, social media, even video all provide a conduit to engage with contacts. However even today, the phone still prevails […]
Sales professionals have one of the most straightforward job descriptions out there: sell. However salespeople only spend a third of their time selling, and sales managers spend twice as much time on administrative items than […]
Sales automation is one of the key factors that will contribute to the success or failure of your team in the next few years. Sales teams require an ever-increasing amount of data in order to […]
