There’s a lot of talk these days about the future. After all, we’re in the midst of a pandemic and we have a lot of scary issues confronting us. There’s also a lot of talk about the future of sales and what some are wrongheadedly calling “the new normal.” That’s all we’re hearing from talking […]
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 […]
Sales acceleration technology is a category of software that’s designed to maximize sales revenue by driving sales efficiencies and improving sales effectiveness. This involves not only automating sales processes, but also increasing the velocity of sales by helping reps identify the best prospects, connect with them more successfully and have more intelligent conversations during the […]
Opportunities form the lifeblood of a sales organization. Your sales development reps (SDRs) spend their days trying to source opportunities. While your account executives spend their days trying to transform opportunities into customers. As an inside sales manager, you need to keep a close eye on opportunity metrics. Because if your SDRs aren’t sourcing enough […]
To build a world-class sales organization, you need to be able to predict the future. And by tracking the right metrics, sales leaders can gain the fuel they need to make smarter decisions and help their sales teams drive more revenue than ever. So if your sales team is not already leveraging predictive analytics, you may be […]
Sales analytics don’t just offer the power to quickly view your team’s past and present activities. Some of the best metrics act as crystal balls, enabling you to gaze into the future. Predictive analytics are getting hotter, as more and more sales teams are looking for ways to gain advantage. In today’s uber-competitive business landscape, you don’t […]
Are sales reps underestimating their ability to close deals? According to a new data from Implisit, account executives are underestimating their ability to close deals. The study, which analyzed data from 500,000 opportunities, reveals that the average rep wins 13% more deals than predicted. In addition, reps are underestimating the time it takes to close deals. […]
Assembling the right team, creating an incredible sales playbook and ensuring that your sales reps always preach the right sales values are all essential. But even the best sales team won’t be competitive without the right sales tools. Whether you’re the new head of sales or have been in the role for some time, you should evaluate […]