Disqualify Leads to Increase Your Sales We constantly hear about how to properly qualify leads, how to get the right answers to sales questions, and how to set yourself up for a win. On the other hand, the disqualification of leads and how to handle them is just as important, yet rarely discussed. Reps are […]

It’s time to start planning which sales conference to attend in 2018! With more and more being added to the calendar each year, it can be hard to decide on which ones to attend. That’s why we created a list of some of our favorites. The right conference can actually offer fantastic ROI for sales […]

Sales call recordings are an excellent tool for coaching reps. Not only are they beneficial for the sales department – marketing teams can gain plenty of insights from listening to these valuable real-life interactions. In fact, our sales team regularly shares calls with us (thanks Sam and Anna!) for all of the following reasons: Listening […]

What are the Differences Between Salesforce Editions? In today’s world a CRM (Customer Relationship Management) platform is no longer optional, it’s a business requirement. It simply has become impossible to operate without one. By now you know that a CRM system like Salesforce empowers your organization to collect, analyze, store, and retrieve information that is […]

By now, we all know that consistent coaching produces higher rep productivity. When coaching an inside sales team, call recordings are especially important for providing feedback during 1-on-1 coaching sessions and building a library of sharable best practice examples. Since coaching is essentially an ongoing conversation between coach and rep, how you communicate is key to […]

Context for Sales Conversations For sales managers with Salesforce, lead status can only tell you so much about about the state of the prospect interaction. When you need real insights into a relationship with a contact, the progress of a discussion, or where things left off, you have to read the call notes. The call […]

Sales prospecting is a challenge. Most salespeople aren’t very good at it. Why? Because they haven’t cultivated the right habits. Masterful sales prospecting skills can take years to develop. But the truth is that by nurturing some simple habits you can fast-track your path to prospecting success. To develop new habits, you must make a commitment […]

The world’s most successful sales managers have something crucial in common. They make highly intelligent revenue predictions. Sure, nearly all sales managers track some sales metrics, but the truth is most inside sales leaders just aren’t going far enough. When it comes to data-based sales coaching, you need to go beyond tracking basic outbound sales […]

Voicemail drop is rapidly becoming a must-have feature for startup and enterprise sales teams alike. Not too long ago, the ability to automatically leave a pre-recorded voicemail was simply a nice-to-have option, but teams have discovered the time savings, productivity increases, and voicemail quality improvements that come with them. If a sales team of 10 […]

Salespeople are only spending 35.9% of their time selling. This makes the quality of your sales team meetings critical. We’ve all suffered through boring, poorly-planned meetings. Don’t allow your sales team meetings to fall into that category. Your team meetings should educate, energize, and engage your sales team, not leave them looking at the time […]

There has never been a better time to be in sales. Only a short time ago, salespeople had to spend more than half of their time on tedious tasks like taking notes, logging calls and prioritizing leads. But sales force automation (SFA) technology and sales automation tools now enables reps to spend more time doing […]

Dashboards and analytics give sales managers, sales coaches, and marketers a great deal of insight into the performance of reps, but sometimes there’s really no substitute for actually listening to phone calls. Call recordings allow managers to listen on their own schedule, instead of wasting time randomly listening to live calls with the hope of […]