Every sales team needs to maintain an activity and production goal in order to be successful. To do so, you need to make hundreds of outbound efforts using a combination of phone calls and emails. A sales rep needs to be armed with the right tools to organize these tasks daily. There are many different […]
The Increasing Importance of Sales Operations A hot topic in sales operations circles today is how to balance people, power, and automation. At its core, it’s a sales operations dilemma. It’s like the folktale of John Henry — the steel-driving man — swinging his mighty hammer in competition against a steam-driven railroad machine. The question […]
What Are The Essential Technology Platforms in Sales? We’re living in an era where sales technology isn’t optional. It’s the foundation of a successful sales team. Of course, the human element will never go away. However, to truly excel in sales, today’s human element needs technology. Regardless of your sales strategy, here are 10 essential […]
Top Metrics to Track to Measure Sales Productivity at Every Level There once was a time when salespeople did everything. They would make cold calls, set appointments, handle appointments, close business, implement solutions, and manage the account. Today, things are different. Each one of those steps in the sales process is segmented into a specialty […]
Video in sales is one of 2018’s biggest trends, and for good reason. Video can be used across all portions of the sales cycle from prospecting to account management, and is a valuable tool to have in any sales person’s arsenal. Let’s start with the facts Reps that use video in their prospecting, relationship-building, and […]
You need sales goals. Without them, you don’t have anything to shoot for. Lewis Carroll, the author of Alice’s Adventures in Wonderland, once said, “Any road will get you there, if you don’t know where you are going.” Said another less poetic way, you’ll get to where you want to go only if you plan […]
Geoff Winthrop, Executive VP and partner of Acquirent and Bill Johnson, CEO of Salesvue discuss their experience as career salesmen and how having good, accurate data helps drive success in growing their business. We analyzed 1,542,692 touches – 336,495 leads – 190,081 accounts and 19,799 appointments across multiple industries to come up with the averages […]
To reach your business and financial goals, you need an effective sales function. That means having more than just sales reps. In addition to the right people, you need effective processes, the best technology, and a supportive sales culture. You Need the Right People & Effective Process Sales is part science and part art. The […]
Useful LinkedIn Sales Navigator Tips Searching for high-quality prospects without the right tools and methodology can feel like searching for unicorns at the bottom of the sea. The good news is that some of the most common online search tools can be highly effective when leveraged correctly. My sales team has found LinkedIn Sales Navigator […]
