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. […]

As salespeople, we all want opportunities with zero competitors. But today’s buyers are savvier than ever, and often research the landscape prior to making a buying decision. As such, all salespeople should be prepared to go head-to-head with the competition. I’ve found that the best sales reps aren’t deterred by a prospect mentioning the competition. […]

The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as a week of onboarding, and are expected to get by with on-the-job learning. This, combined with steep quotas, mean the […]

If you’re like many sales prospectors, you power through a large list of leads, hit each lead once or twice, and then move on. But did you know that 80% of sales require at least 5 contacts to close a deal? The trouble is that only 10% of sales reps follow up with leads more than […]

Inside sales compensation plans might not—at first—seem like the sexiest topic. But I have news for you: awesome sales comp plans can actually be the secret sauce to not only hiring great reps, but motivating them to peak performance. We recently participated in a webinar covering how to create and implement inside sales compensation plans that drive powerful results. […]

Even LeBron James was a rookie once. But before he ever played a professional game, I remember hearing stories that experts thought that, in high school, he was as good as Michael Jordan was at that age. Sure, you can’t always predict who will pan out to be an all-star (a lot of experts had high hopes […]

Everyone in sales has likely made a discovery call at one time or another.  The discovery call is a crucial component of the sales process. It allows reps to qualify a prospect and gather information to be leveraged throughout the sales process in order to generate a win. However, not all discovery calls are created […]

The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team has 2.6 account executives for every SDR. That means that each sales development rep is stretched thin, as they must […]