For our latest eBook, we asked sales leaders to reveal a must-track metric that is essential for optimizing sales success. The following is a guest post by Mike Schultz, Co-President of RAIN Group. The RAIN Group Center for Sales Research surveyed 472 sellers and sales executives representing companies with salesforces ranging in size from 10 […]

The following is a guest post by John Lee Dumas, host of Entrepreneur on Fire and author of The Freedom Journal, your guide to accomplishing your #1 goal in 100 days. About one year ago, I realized something powerful as a result of hundreds of in-depth conversations with some of the world’s most successful entrepreneurs: successful […]

On Sunday, the Philadelphia Eagles face off in the Super Bowl against the New England Patriots. It wasn’t easy getting there, but as a sales rep, I felt all-too familiar feelings this season. In December, Quarterback Carson Wentz tore his ACL and was declared out for the season, forcing Coach Doug Pederson and the Eagles […]

If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales training tool and are an excellent way for reps to perfect pitches, run in to objections, and practice negotiation tactics […]

Eric Dreshfield is an advocacy manager at Apttus. According to Salesforce, the MVP Program recognizes exceptional individuals within the Salesforce community for their leadership, knowledge, and ongoing contributions to the community. They embody and represent what the spirit of the community is all about by being accessible & responsive, while sharing their expertise and knowledge about the ecosystem. MVPs are […]

When I first started out in sales, I recall that my coworkers and I used to spend up to ten minutes taking notes after a sales call. At the time I thought I was being thorough, but I’ve since learned that each second I spent taking notes was a second I wasn’t spending on the phone […]

We hear a lot about how companies need to use call tracking to see the true value of their marketing campaigns. But what is call tracking, really? Call tracking measures the impact of marketing efforts on lead generation and sales. It was born from evidence-based marketers’ desire for increased visibility into lead sources. If all […]

I’ve found that no two inside sales teams are exactly alike. Each sales teams follows divergent sales processes, use different tools and care about different metrics. But one of the reasons that Salesforce is the world’s leading CRM is because it was designed to be customized to meet different sales teams’ needs. Not only does the CRM platform […]

This can’t-miss online event features Bryan Naas, Director of Sales Enablement at Lessonly, Meganne Brezina, Senior Manager of Sales Enablement at Emarsys, and Scott Logan, Head of Demand Generation at Revenue.io. The trio share insights gleaned from years of experience helping sales development reps build healthy pipelines, expanding and developing sales teams, and retaining sales development […]

Focus! Learn what distractions you need to eliminate and how in order to increase your sales productivity.

The following is a guest post by Endiem’s principal consultant, Geraldine Gray. CRM implementation projects can be easy or they can be hard. Regardless, I’ve seen almost every scenario, and I can usually predict the success, failure and key challenges of a project long before kick-off. I’ve worked on hundreds of Salesforce implementation projects from Sales […]

Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online before engaging in a sales process offline. What these well-informed prospects want is a very different experience from those of […]