When you meet new people, how do you connect with them quickly? Why are some people able to connect deeper, faster than others? Perhaps shared interests, mutual activities, similar feelings do play a role, but […]
The traditional definition of growth hacking involves doing more with less but still driving an increase in performance. In sales, we love to measure usage of a prospect’s name, keyword mentions, and even conversation length, […]
Enabling reps to have hyper-contextualized sales conversations 42% of sales reps feel they don’t have enough information before calling a prospect. And when they try to locate it, they have to search and toggle between […]
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 […]
In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the […]
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 […]
Salesforce is an incredibly flexible CRM with a vast number of applications available to add to its functionality. In fact, Salesforce’s AppExchange marketplace contains over 3.5 million applications. However, with so many third-party apps at […]
There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list […]
It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve […]
Everyone in sales has likely made a discovery call at one time or another. The discovery call is a crucial component of the sales process. It allows reps to qualify a prospect and gather information […]
Still only coaching your team to their pipeline? If so, you’re missing out on the benefits of consistent sales coaching. It’s not unusual for lead and opportunity coaching to be confused with a complete coaching […]
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 […]
