If you think of your entire sales organization as a car, your sales operations team is that car’s engine. Even though drivers can’t see it, it is working constantly to propel your sales teams forward to their goal. Your sales operations team’s job is not only to help sales run smoothly, but to discover and […]

TwilioCon 2013 is quickly approaching, and we’re hoping we’ll see you there. Twilio’s annual conference, which takes on September 17-19 in San Francisco, brings together developers, entrepreneurs an decision makers focused on revolutionizing communications. We’ll be at our booth in the Partner Pavilion throughout the conference starting in the afternoon of the 17th. We’re excited […]

Assuming that sales quotas are based on viable forecasting data, they can be an excellent way to motivate reps to always perform at their best. However, according to a CSO Insights Study, less than two-thirds of sales reps met quota in 2012. What’s more, less than 57% of companies hit their revenue targets. Houston, we […]

Choosing an inside sales acceleration software provider can be one of the most important decisions that you make. There are a lot of concerns to address when evaluating solutions. How well will the software integrate with your CRM? How does it make more productive? Will it give your inside sales managers the insight and predictive analytics they […]

In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps have excellent B2B prospecting tools in order to make them more efficient and effective. During prospecting, development reps have to […]

I like to think of Salesforce Dashboards as the reward for all the work the marketing and sales teams have put into Salesforce. Using dashboards, it’s possible to have a single view of all – or nearly all – the metrics you’ll need to not only monitor results and efficiency but also show off your accomplishments […]

Sales calls are more than just a conversation. They are very much a component of a process that is designed to sell. Therefore, they are something that must be monitored, measured, analyzed, and improved. Like most things involving human interaction however, sales conversations are both an art and a science. There are both tangible and […]

Are you prepared to transform sales reps with little-to-no experience into quota crushing all-stars? You’re going to need to. According to data from the Bridge Group, the average experience of inside sales reps selling SaaS products is 2.6 years at the time they are hired. That’s hardly enough time to master the the often complex science […]

The famous management consultant Peter Drucker once said, “If you can’t measure it, you can’t manage it.” So it’s not surprising that when a sales team is winning, chances are that they’re using sales analytics. In fact, the recent State of Sales report from Salesforce reveals that top performing sales teams are 3.5 times more likely to leverage […]

Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]

It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]

New research by CSO Insights shows that 42% of salespeople don’t feel like they have the right information before calling prospects. This is especially true of inside sales reps who are handed a list of leads to call. Many reps who find themselves in this situation simply call down the list, hoping for the best. […]