It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]

Like many others before me, discovering marketing automation was a defining point in my career. And once you see the light, there’s no going back. I remember the old days of sending out email campaigns without any knowledge of how those campaigns were affecting conversions or contributing to pipeline. But marketing automation tools such as […]

I think every salesperson has had the experience of losing a deal to a competitor. It’s never a great feeling, but I try to see each lost deal as an opportunity to learn ways to better solve customers’ pain points. Tracking which competitors you’re losing deals to and why is one of the best ways to […]

Scaling, or the stage that follows an organization’s growth phase, is especially challenging for a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. Additionally, when selling a new product in an emerging market, freshly hired sellers & managers are tasked with testing messaging to find […]

It’s the second month of the third quarter. Some sales teams are scrambling now, increasingly worried they won’t make annual quotas. Regardless if your team is on pace to hit their targets, or not, it’s a great time to review the first half. How do you stay on track or make adjustments to get there? […]

If you’re managing an inside sales team, you’re probably tracking at least a few sales metrics. But if you’re looking for new ways to have the best quarter of your career, try taking a deeper dive. Obvious metrics like revenue per rep and time to close are probably never not going to be in the must-track category. […]

The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, nails the value prop, and has the prospect ready to sign in seconds. If you are one of these reps, […]

If you’re not one of 54.3% of sales reps that meet or exceed their sales goals, you’re probably wondering how to become one. You may think it requires constant pitching, non-stop prospecting, and continuously pushing towards a close. If so, you’re wrong. Top-performing sales reps get that way by doing things very differently. They do […]

Not all of your prospects are meant to be your customers!That’s why it’s so important to clearly define what a sales-qulaified lead (SQL) is for your company.

For years, pundits were predicting “the death of the phone call.” In fact, nothing could be further from the truth.. According to BIA/Kelsey, $64.6 billion is spent each year across media just to generate calls to businesses.  More data from BIA/Kelsey reveals that 66.4% of companies surveyed report calls as a high-quality lead source—higher than any other […]

The Best Way to Use Salesforce Yet again, Salesforce has been named the number one CRM provider, officially marking the sixth year in a row they have received the award. For 25 years, Salesforce has been dedicated to building what they believe is the best CRM possible, so it’s no wonder why sales teams all […]

All business people face increasing demands for time. Naturally, that means the people you are selling to don’t always want to be on the phone with you. However, if you can guarantee an enjoyable interaction each and every time you speak with your prospects, they will want to spend more and more time with you. […]