Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance of modern sales teams has brought new challenges for sales managers everywhere. CRM’s are typically not equipped to track complex […]
Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked lots of questions during a recent demo and appear to be very excited about your customized proposal. You’re expecting a […]
For inside sales teams, the debate between account-based selling and lead-based selling is raging (quick answer: do both!). So too is the question of whether automated sales messaging is helping or hurting sales reps (quick answer: hurting, mostly). But perhaps the biggest crisis facing the sales industry is really the volume of one-size-fits-all messaging that is killing engagement rates. […]