Local presence has always been one of our customers’ favorite features of our Intelligent Dialer for Salesforce. It’s easy to see why. With Local Presence, SDRs can connect with up to 400% more prospects by automatically ensuring that a local number appears in their caller ID screen. But until now, dynamic Local Presence has only been available […]

Winning customers is important. But if you’re selling SaaS or any offering with a subscription model, keeping current customers is often more important than acquiring new ones. According to Gartner, 80% of a company’s future profits come from 20% of their existing customers. So how successful are you at retaining your customers?  Here are a couple […]

For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was John Barrows, who trains sales teams at many of the world’s leading technology companies, and offers exceptional training content at jBarrows.com.  Meetings with Key Decision Makers by Rep Most companies […]

For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was Box’s VP of Sales Productivity, Doug Landis. In Sales, it’s far too easy to focus your attention on the low hanging fruits of sales analytics (e.g. […]

For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was The Bridge Group’s West Coast General Manager, Sally Duby. Not only do you need to track and measure the number of prospecting calls/emails, but also how many […]

Tracking the right sales analytics does more than just tell the story of rep and team performance. Analytics also empower sales leaders to predict the future. While there are a lot of must-track sales metrics, there is one metric in crucial metric that I just don’t see enough sales teams tracking: abandoned call rate. Your most sales-ready leads are […]

If you think CAC is a weird sound your feline makes when choking on a hairball, you might want to check out our new 2016 Complete Guide to Inside Sales Analytics (On the other hand, if you can already calculate CAC/LTV in your sleep, but you want to teach your fellow sales managers how to […]

As salespeople, the beginning of the year is a crucial time. It’s the time that we reflect on the past year and ask ourselves how we can achieve a new level of mastery over the coming year. Right now virtually all sales reps are wondering how to close more revenue then in 2016. And sales managers […]

What are the most crucial things to know about B2B buyers? That’s the question we asked ourselves when we were creating our B2B Target Buyer Persona Template. Using personas is a powerful way to discover and influence your ideal target buyers. And while I’ve been seeing more forward-thinking B2B sales and marketing leaders advocate using personas, many miss out on […]

One of the best things about being in the sales profession is how much brilliant thought leadership is readily available. Some of the world’s top sales leaders are more than willing to share best practices with improvement-minded reps. And while the vast majority of tips, tactics and recommendations I see are beneficial, there are still […]

Sending mass emails should be Marketing’s job. Salespeople need to build relationships. With that in mind, I’m going to share with you a shining example of a sales rep who did just that. The best sales email that I received all year was from Adam Brophy over at UberFlip. Not only did I respond to Adam’s […]

Sales analytics don’t just offer the power to quickly view your team’s past and present activities. Some of the best metrics act as crystal balls, enabling you to gaze into the future. Predictive analytics are getting hotter, as more and more sales teams are looking for ways to gain advantage. In today’s uber-competitive business landscape, you don’t […]