When it comes to the measurement of sales activities, whether it be calls, messages, meetings, or revenue, it all happens through numbers. It’s easy to get lost in the numbers, feel pressured, and rush through each sale as you just look for the close. After all, you have monthly, quarterly, and even annual targets that […]

We all know by now, how you speak on a sales call is absolutely crucial to success. But there are some intangible elements of successful sales calls. Only the most successful sales reps know these secrets. And they guard them closely. But today, despite protests from our resident data scientists, we are revealing our deepest, […]

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 you can to get past the gatekeeper and perfect your pitch, but one of the best advice for a successful […]

It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, and everything seems a little bit harder. Maybe this was brought on by a recent change in companies, change in […]

In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. “Vendor salespeople” placed below websites, peers, social networking groups, and web searches. In fact, only 23 percent of buyers named salespeople as one of their top three resources. This […]

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 struggle with prospecting. An anti-cold-call website claims 63% of salespeople say cold calling is what they dislike about their jobs. […]

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 from the big tobacco era of yesteryear can relate too. “More Doctors Smoke Camels Than Any Other Cigarette” an ad […]

Today’s sales reps are surrounded by distractions and faced with ever-increasing goals. There is something to do from the second you sit down at your desk until you leave the office, but there is also something to distract every time you set about to start something important. Psychology research is clear that there is a […]

Salespeople are only spending 35.9% of their time selling. This makes the quality of your sales team meetings critical. We’ve all suffered through boring, poorly-planned meetings. Don’t allow your sales team meetings to fall into that category. Your team meetings should educate, energize, and engage your sales team, not leave them looking at the time […]

Sales Development Reps (SDRs) have non-stop days, containing a seemingly never-ending litany of tasks. The Bridge Group found that approximately 65% of SDRs meet or exceed their quotas. Fortunately, according to Marketo, a 5% increase in selling time can yield a 20% increase in revenue. To increase selling time and revenue, SDRs must take control […]

Imagine if you could snap your fingers and give every sales rep on your team five extra hours to sell each day. Think how much more productive they could be. Some of the most successful sales operations managers have discovered how to control time, in a sense. By automating key processes, sales operations managers can increase […]

The following is a guest post by John Lee Dumas, host of EOFire and author of The Mastery Journal: Master Productivity, Discipline and Focus in 100 days. There are several skills you can leverage to help you achieve your sales goals. Things like confidence, patience and determination are a few. But to really master sales […]