Category: News

The Ultimate Guide to Sales Qualification

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you...

/ March 9, 2017

The Secret to Driving Revenue With Sales Activity Management

According to a survey from Vantage Point Performance and The Sales Education Foundation, sales leaders consider more than 300 different metrics key to effective sales management. But only 17% of those metrics are “manageable,” meaning they can be directly influenced. Which metrics...

/ March 9, 2017

6 Creative Ways to Make Your LinkedIn Message Stand Out in 2017

When LinkedIn was still new, some salespeople might have been seen decent results even with boilerplate, generic LinkedIn messages. In 2017, however, sending a spammy sales InMail definitely won’t win you responses — let alone new business. To prospect effectively...

/ March 8, 2017

16 Inspiring Quotes About Women in Sales

Sales has traditionally been a male-dominated environment, but over the last few decades, more and more women have entered this career and thrived. As we celebrate International Women’s Day events at our offices across the world, we wanted to take...

/ March 8, 2017

Here’s What You Can Expect at Revenue Summit 2017

Revenue Summit is happening right now and we can’t wait for you to soak up as much account-based marketing (ABM) knowledge and build as many relationships as possible! This conference will tackle very real business problems and challenges that B2B...

/ March 7, 2017

The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing...

/ March 7, 2017

Which Type of Sales Job Is Right for You? How to Get into Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. Rather than...

/ March 7, 2017

The Sales Manager’s Guide to Running a Successful Sales Role Play

While as children most of us engaged in some form of role play, sales has managed to turn this experience into an awkward, high-pressure test of a rep’s ability to correctly articulate product knowledge, messaging, or sales methodology. Expectations are...

/ March 7, 2017

13 Creative Spring-Themed Sales Emails to Use in 2017

The more sophisticated buyers become, the less likely they are to open — much less reply to — generic sales emails. They’re extremely busy. Why would they waste their time talking to someone who’s clearly blasting hundreds of other people...

/ March 6, 2017

Sales Prospecting: Tips, Techniques, & Tools to Succeed

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell,...

/ March 6, 2017

Why a Lifelong Salesperson Thinks Salespeople Are Unnecessary

Salespeople are not necessary. That’s probably the last thing you expected to hear from a career salesman. Sure, it’s easier to claim “relationships are the cornerstone of every sale” or “there is no replacement for human interaction.” Doing so would...

/ March 6, 2017

How to Win Friends and Influence People [Book Summary]

The most successful leaders all have one thing in common: They’ve read How to Win Friends and Influence People. As a salesman at one point in his life, author Dale Carnegie made his sales territory the national leader for the...

/ March 3, 2017

How Managers Can Solve the 3 Sales Challenges Every Business Faces

When your sales team is still young, even relatively minor challenges can have a huge impact. After all, you don’t have much margin for error. Fortunately, some of the most common obstacles that plague growing companies have relatively simple solutions....

/ March 3, 2017

4 Strategies Every Sales Leader Should Be Using in 2017

What it means to be an effective sales leader is constantly evolving in a competitive talent market. Millennials now represent the majority of the workforce, according to a 2015 report from Pew Research. This means a new generation of sales...

/ March 3, 2017

4 Expert Strategies for Reaching Inbox Zero

We all know how this goes. We open our inbox, and the too-familiar feeling of dread consumes us as bold subject lines inundate the screen. We don’t even want to look at the number in parentheses next to “Inbox.” According...

/ March 2, 2017

6 Sales Coaching Questions That’ll Help Your Reps Hit Quota

When you become a sales manager, your “customers” become your salespeople. Your top priority should be helping them succeed. After all, if every individual reaches their potential, you’ll definitely hit — if not exceed — your team quota. Just like...

/ March 2, 2017

The Ultimate Guide to Creating a Sales Process

Building a repeatable, scalable sales process is tough. There’s no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things. So where should you start? Right here. We’ve pulled together an introduction to all...

/ March 1, 2017

The Best Days to Close Deals, Based on 9.8 Million Sales Opportunities [Data]

Timing can be a salesperson’s greatest friend — or her biggest enemy. Reach out to a prospect just after they’ve experienced a major trigger event, and they’ll usually be receptive to your message. Contact them right after they’ve signed a...

/ March 1, 2017

7 Popular Sales Methodologies Summarized

Salespeople are very aware of their quotas and the need to reach them. However, they’re not always clear on the steps they should take. That’s where sales methodologies come in. What Is a Selling Methodology? According to a Sales Benchmark...

/ March 1, 2017

6 Under-The-Radar Trends Shaping B2B Marketing & Sales Strategy in 2017

What are the big-picture trends shaping the market? How are those trends affecting my team’s strategy? Every marketing and sales leader should regularly ask themselves these two questions. Over the past year, predictive analytics and account based marketing – for...

/ February 28, 2017

How to Collaborate With Your Prospect to Close More Deals

Working with your prospect during the sales process makes you far likelier to ultimately close. Not only will they feel more invested in the deal after they’ve done some work, they’ll also feel beholden to you — after all, you’re their...

/ February 28, 2017

7 Habits of Highly Effective People [Book Summary]

We all want to succeed. One path to success is identifying the habits that can help us on our journey. Start the path by reading Stephen Covey’s best-selling book, The 7 Habits of Highly Effective People. But how do we...

/ February 28, 2017

20 Sales Email Opening Lines That Put “Hi, My Name Is” to Shame

You know what tips buyers off that the email they’re reading is a sales pitch? “Hi, my name is Jane Doe, and I’m a sales rep at Company.” Yup. That’ll do it.While you should never actively hide the fact that...

/ February 27, 2017

The 3 Key Habits of Great Sales Managers

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization — along with the VP or director of sales, you’re working with people in Product, Marketing, HR, and so on. Most importantly, managers are...

/ February 27, 2017

4 Ways Artificial Intelligence Will Lead to Record Sales Revenue in 2017

What will happen to sales professionals once robots can “Sell me this pen” a la Leonardo DiCaprio in the Wolf of Wall Street? The rise of artificial intelligence and human-like chatbots are once again threatening poor-old sales professionals who have...

/ February 24, 2017

The 13 Best Relaxation Apps for Salespeople

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for...

/ February 24, 2017

4 Ways to Design Successful Sales Incentive Programs

Nothing boosts your sales team’s excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors — adding a compelling reward to the mix makes them even more enthusiastic. However, motivating your reps isn’t...

/ February 24, 2017

3 Reasons Excellent Salespeople Make Terrible Sales Managers

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion,...

/ February 23, 2017

Why Disastrous Sales and Marketing Misalignment Persists (& How to Fix It)

Sales and marketing teams both directly touch the customer, but for some reason, the average company just can’t find a common ground after that. However, consider that more than 50% of the success of a social selling ecosystem within your...

/ February 23, 2017

How to Explain Your New Sales Compensation Plan to Every Member of Your Team

Amy, the head of sales operations, was cheery and laughed easily. She nodded enthusiastically as the rest of the sales leaders around the table discussed the final tweaks to the new sales compensation program. As the meeting ended and everyone began...

/ February 23, 2017