How to use SPIFs effectively in sales
No matter how consistently you coach your reps or how well they’ve performed in the past, there are always times when sales teams struggle to hit their goals. This can be especially true at the […]
Tag Archives: inside sales tips
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Which sales opportunities should you re-engage?
Hubspot found that the average sales close rate is between 15 and 27%, depending on the industry. With over 70% of deals falling through, everyone has plenty of lost or dropped sales opportunities in their […]
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What is your definition of a “good” sales rep?
There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, […]
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Why is cold calling so scary?
Cold calling is undoubtedly challenging. You must master an array of skills like a natural sounding tone and sales script. You need to learn objection responses, develop product knowledge, and learn proper pre-call research. All […]
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Your tone on cold calls is crucial. Here’s how to get it right.
Who doesn’t want to schedule more meetings from their cold calls? Your performance on cold calls can be the difference between hitting your goals or falling short of your target. You can work as best […]
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When it’s time for a SDR to break up with a lead
Just because a lead has been qualified, it doesn’t mean they are going to become a customer. Although it varies by industry, research has shown that only 20-30% of sales qualified leads (SQLs) close. That […]
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When it’s time to reassess your sales coaching strategies
How effective is your sales coaching? When is the last time you asked yourself this question? It goes without saying, sales coaching is important. Sales coaching differs from sales training in that it is the […]
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How to stay motivated when you just don’t want to cold call any more
Cold calling is the hardest thing a salesperson or SDR is asked to do, and for many, it is expected to take up 70% of their time on the job. The result? 42% of reps […]
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9 creative sales exercises to make your weekly team meetings more interesting
It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]
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Stunningly useless sales productivity advice
Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers […]
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Sell me this pen: 7 Outdated sales techniques that are losing effectiveness
Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online […]
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The best sales reps win with stories. Here is what inspires them.
Storytelling works in sales because humans experience life as one big story. Scholars like Walter Fischer, a USC professor and researcher, have been have been studying how we interpret our experiences and how that affects […]
