If you were to take a cross-section of all the world’s top performing sales leaders, I bet you’d find something important they have in common: they are perpetually on the hunt for new opportunities to optimize sales ROI. They are always on the lookout for new metrics to track that can help them make smarter revenue […]
Are you looking for new ways to transform your sales team in 2017? In 2016, we partnered with some of the most successful sales leaders in the world to create our most popular library of sales eBooks and sales tools yet. Each resource is packed with tips that you can start using right away to accelerate […]
What’s the secret sauce to building an invincible sales team that routinely beats the competition? How can you motivate each rep to perform at their absolute best? I’ve spoken to several leaders of top performing sales organizations over the past few years, and they almost unanimously credit a powerful sales operations plan as the secret […]
When’s the last time you revisited your company’s sales compensation plan? If the answer is a) “Never,” b) more than six months ago, or c) recently, but it’s causing all sorts of problems, you’re going to be interested in our new eBook. Given the huge response to our recent webinar on mastering the art and […]
As every rep, manager and executive knows, it’s often the intangibles that separate good sales managers from the great ones. Below are seven key attributes I most often find in the best, most successful sales managers. In this case, I’m defining success not only by how well they hit their number, but how well they […]
I recently read that the average tenure of an inside sales manager is just 18 months. It’s a staggeringly low timeframe considering that by Forrester’s estimate, we CMOs – who once had the least job stability in SaaS – stay in their jobs for five years. That began a quest to find out what challenges sales leaders are facing. We […]
“When you’re finished changing, you’re finished.” Ben Franklin may or may not have been thinking about business operations when he wrote that famous line, but it’s just as applicable in our world as it was in the 1700s. I mention it here because our latest eBook is about something that everyone needs, but most people […]
If you’re like me, you view every new year as an opportunity to hone your skills and get better at what you do. Whether you are just starting out as a salesperson (I remember those days!) or if you’re a seasoned B2B sales executive, there is always room to learn more and there are always […]
Are you ready to sell like Socrates? The Greek philosopher Socrates was no fan of lectures, and if he were around today, he’d be equally dismissive of sales pitches. He was famous for asking his students targeted questions  in order to provoke thoughts, help them analyze concepts, and get to the truth of issues. Socrates knew where he […]
One question that we get asked a lot around here is whether leaving sales voicemails is a complete waste of time. Sure, since the advent of email and unlimited texting, it has been more difficult to get calls back from voicemails. But does that mean sales reps should omit voicemails from their communication strategy? Far from it! First of […]
At its very core, a sales rep’s job description is to lead. Outside of transactional sales models like retail and e-commerce, deals are not signed unless a sales rep leads a prospect to a buying decision. Sure, the ability to lead customers is a must. But some of the most successful salespeople have already realized […]
Our new eBook asks 20 top sales experts, lead generation gurus and C-level execs about the most important sales strategies they’ve recently implemented. While the responses were refreshingly diverse, one clear piece of advice is that there can be powerful results when companies separate salespeople into various roles. Many sales organizations foster intensely competitive environments. […]