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 […]
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. […]
Today’s business buyers are accustomed to personalized buying experiences. We all experience the convenience and speed of consumer transactions in our personal lives, and have come to expect it in the workplace as well. Salesforce […]
Sales professionals have one of the most straightforward job descriptions out there: sell. However salespeople only spend a third of their time selling, and sales managers spend twice as much time on administrative items than […]
Sales automation is one of the key factors that will contribute to the success or failure of your team in the next few years. Sales teams require an ever-increasing amount of data in order to […]
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 […]
The growth of inside sales teams shows no sign of letting up. While it’s hard to imagine most companies abandoning outside sales completely (Avon comes to mind) – there are many situations when an in-person meeting […]
