When our VP of Sales was looking through our internal data recently, he stumbled on something remarkable. Deals in which an account executive was on a texting basis with a prospect were 5 times more likely to close. This makes sense. After all, many of us text with our friends and close acquaintances a lot […]

Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great […]

As salespeople, the beginning of the year is a crucial time. It’s the time that we reflect on the past year and ask ourselves how we can achieve a new level of mastery over the coming year. Right now virtually all sales reps are wondering how to close more revenue then in 2016. And sales managers […]

LinkedIn is one of the most powerful platforms available to B2B sales reps, and that’s why it’s frustrating to see so many reps using it incorrectly. “Using it incorrectly” is really an understatement. Several times a week B2B reps try to sell me something via InMail and fail miserably for the same reason. They request […]

It’s difficult to keep pace with the whirlwind changes that are transforming sales processes each year. New sales acceleration tools and controversial selling methodologies (The Challenger Sale comes to mind) have made the sales profession radically different from when I took my first inside sales job seven years ago. Back then I didn’t even have a CRM […]

Social media has revolutionized sales. Platforms like LinkedIn and Twitter can be veritable gold mines for salespeople tasked with lead generation. But to fully leverage social media, it’s important to provide reps with the right social sales training. Even if your sales force is comprised of social enthusiasts, it’s easy to misuse social platforms. Without clear guidelines, […]

B2B sales organizations are evolving in interesting ways. They’re becoming more customer-centric in their approach to sales and are embracing new technological solutions to increase productivity. But one of my favorite changes that I’m noticing is that Sales and Marketing teams are increasingly collaborating to transform leads into valued customers. Salesforce just put out a […]

Ready to manage your sales team like the world’s top inside sales experts? At Dreamforce, one of our most popular sessions was one in which we asked a panel of some of the world’s top sales coaches to weigh in on their best and worst sales metrics. We’ve now distilled the collective wisdom of all […]

Does your inside sales team truly have the tools they need to beat the competition? Without giving your sales team tools to help them to be more productive and close more deals, even your A-list salespeople will have trouble competing with less seasoned reps using sales acceleration technology. If you’re just hearing about sales acceleration tech, […]

When is the last time that you made a purchase on a whim? This past weekend, I decided to go to a really fancy brunch with two of my friends. When the check came, it was about 5 times the price of what I would normally spend on brunch. It was a splurge, to be sure, but […]

Imagine you’re an inside sales rep who is given a list of outbound leads to call down. It can be tempting to just dial down the list cold, in hopes of initiating as many conversations as possible. But think how much more successful you could be if you had access to contextually relevant information about each […]

Sales development reps (SDRs) are often tasked with hunting prospects within target accounts or industries. Social media platforms like LinkedIn and Twitter may be the most effective hunting grounds for these valuable contacts. According to Sales Benchmark Index, sales reps using social media can connect with 3.6x more key decision makers than reps who don’t use social […]