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 […]
To successfully manage an inside sales team, you not only have to recruit the right talent, but also utilize that talent effectively. Because of the strong competition to hire SDRs and inside sales reps, managers […]
In B2B sales, exceptional verbal communication skills are absolutely imperative. Why? Because phone calls are what move deals forward. As we have all experienced, it can take numerous emails back and forth to qualify a […]
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 […]
Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the […]
The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as […]
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 […]
In TOPO’s 2019 Sales Development Benchmark Report, 88% of respondents cited SDRs as an important channel in their outbound strategy. Combined with an increasing emphasis on the importance of live call execution and conversational skills, […]
It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a 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. […]
The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, […]
One of the most important metrics for any sales team should be new hire ramp time. Whether you hire a development rep or an account executive, the faster you can bring them up to speed, […]
