Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]

Desktop notifications  are an absolute productivity killer for 99% of people on this planet, and the same is true for about half of sales reps. But for certain types of reps – namely lead qualification reps and account executives – desktop notifications can be a GODSEND. Why? Because desktop notifications can be one of the most powerful […]

Over the last decade, the software-as-a-service (SaaS) business model has become more clearly defined. New cloud-based startups are popping up every week. They compete for market share through a variety of marketing efforts such as paid search ads and inbound content marketing, with the bigger players at the higher end pouring a lot of money […]

A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, and sales teams have followed to record call outcomes. Call dispositions give sales managers valuable intelligence they can use to […]

Depending on your industry, each rep on your team could be spending as much as 25 hours each month just leaving voicemail messages. A study by Baylor University’s Keller Center of Research shows that sales reps in the real estate industry made 209 calls per day. Out of those 209 calls, 150 were unanswered. At an average length […]

While marketing tactics like social media and blogging are becoming more prevalent in the B2B landscape, a recent study from Content Marketing Institute and MarketingProfs shows that a greater percentage of marketers believe that in-person events are the most effective marketing tactic than any other marketing effort. Key B2B Marketing Statistics 67% of B2B marketers […]

During a leadership program I was facilitating in Milan, Italy, we were talking about how managers try to motivate people through the use of bonuses or incentives. The frustration quickly rose to a head in the room, as the managers shared how much they struggle with finding a way to continually motivate each person on […]

When our customers reach out to us it’s an important moment. Virtually no one calls companies to chat idly. Think about the last time you called a business. Chances are you either were seriously interested in making a purchase or you needed immediate customer service. When your prospects are ready to have a serious sales conversation there are few […]

According to CSO Insights, organizations are using an average of 10 sales tools and plan to add another four within the next 12 months. As teams pile on more and more applications in the hopes of finding that “magic bullet” that will let them decimate their quotas, sales technologies stacks continue to expand. But where […]

“Nobody cares how much you know, until they know how much you care.” – Theodore Roosevelt People Buy From People They Like Trust “People buy from people they like” – you’ve all heard this one before. Certainly likability is a good characteristic to have, but the truth is that people buy from people they TRUST. But here’s the […]

There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, temperament, and communication skills. Ultimately, your organization’s definition of a “good” sales rep may be very different than another. Your […]

Even the most experienced marketers aren’t always clear on which phone call tracking features will add the most value to their particular business model. We recently released Call Tracking: The Definitive Buyers’ Guide, to not only help businesses compare call tracking systems, but also to help them evaluate which  features can add the most value. […]