Have you ever gone to buy a new pair of pants and received such friendly service that you walked out with an entire outfit? Or maybe you’ve found yourself returning to a restaurant repeatedly because the waitstaff is warm and attentive. Think sales and customer service are separate silos? Think again. Data from McKinsey shows […]

Successful inside sales reps find themselves wearing many hats. During prospecting you take on the role of a private investigator. When sending follow-up emails, you must weigh each word carefully like a poet. But the best sales reps are also much like behavioral psychologists, acquiring data about the way prospects operate and searching for patterns. […]

Premature obituaries have been written about business practices ranging from email to tweeting, but perhaps none more so than outbound calling as a sales model. Proving the naysayers wrong, not only has inside sales hiring  been on the rise recently, but new research shows that outbound calling as a sales strategy is more successful than […]

Assuming that sales quotas are based on viable forecasting data, they can be an excellent way to motivate reps to always perform at their best. However, according to a CSO Insights Study, less than two-thirds of sales reps met quota in 2012. What’s more, less than 57% of companies hit their revenue targets. Houston, we […]

Our desire to collaborate with our fellow human beings is built into our genetics. In fact, evolutionary anthropologists recently discovered that young humans prefer to work together to solve problems, while chimpanzees do not exhibit such a preference. It has been said that it takes a village to raise a child, and in B2B sales, […]

Imagine that you’re an inside sales rep at a B2B company. You’ve exchanged a couple of emails with a key decision maker, and she invited you to give her a call. You’re pumped up with adrenaline, ready to convince her that buying your company’s software solution will be the best investment she’ll ever make. After […]

I often get my morning coffee at Whole Foods market across the street from the office where I work. Very often, I walk out of there with more than just a coffee. The reason is that they offer a promotion that gives a discount on pastries when you purchase a coffee. I rarely intend to […]

Many inside sales reps at B2B companies are regularly faced with the daunting task of calling a list of leads that haven’t been touched in a while. Anyone who has worked their way down a calling list is no stranger to the click of a phone hanging up, followed by the “dialtone of death.” But […]

Let’s reflect on the most important business-to-business (B2B) sales trends that have emerged this year. In order to outmatch your competition, you need to ensure that B2B sales reps are armed with the right strategies and technology to adequately close deals. Businesses are buying and selling products and services in different ways, and if your […]

Former L.A. Lakers and Chicago Bulls head coach has a new book called Eleven Rings, in which he will detail his journey en route to becoming the most winning coach in the history of professional basketball. Phil Jackson’s often-unorthodox coaching style has won him the reputation as a transformative leader in the hyper-competitive world of pro […]

Author Robert Louis Stevenson once stated that “everyone lives by selling something.”  No matter the products or services you’re selling, sell them better and you’re likely to live better. When formulating an ideal sales strategy, what you are selling matters less than to whom you are selling. Namely, are you targeting consumers (B2C) or other […]