The Vital Metrics Every Sales Team Should Be Measuring

Metrics are at the core of every fast growing sales team. But it’s about more than just tracking dials, demos and deals. Those are easy to track and don’t actually give you insights into what’s working and what’s not in your sales process. For that, you need to drill down deeper in your sales funnel analytics.

October 22, 2015 · sales management

5 Tips for Hiring the Right Sales Reps Without Getting "Sold"

No matter how many times you say it, it's still true. Hiring the right sales reps for your team is critical to your success.

October 20, 2015 · sales reps, hiring, sales, sales management

4 Critical Factors For Sales Follow-Up Success

There is no one magic formula for outbound sales success. There is no silver bullet subject line that will make everyone open your email. There is no best time to call a prospect.

Get Creative with Your Sales Prospecting

Each Monday morning, Steve McKenzie, InsightSquared Sales VP, asks the team one question:

October 09, 2015 · cold email, lead generation

4 Steps to Choose Your Sales Team’s Main KPIs

Metrics are what modern sales teams are made of. But at a time when technology grants us access to everything from our reps’ number of monthly connects, to talk time, to email opens, to conversation, to social selling activity and everything in between, how are we supposed to identify what’s most important for us as sales...

October 07, 2015 · KPIs, sales management, sales metrics

Why Achieving Sales Success Requires More Than Just a Healthy Pipeline

Having a large top-of-the-funnel leads pipeline is a blessing, but it can easily switch sides and become a nightmare if sales reps are unable to keep track of who and when should they reach out to. Situations like these can quickly escalate into negative word-of-mouth, making your company more vulnerable to the competition and...

Biggest Sales and Marketing Lesson Learned from Dreamforce 2015

Events and tradeshows are expensive. The sales and marketing teams have to work exceptionally hard proving the ROI in order to justify being there again next year or at the next industry event.

Understanding the Buyers' Ego with Richard Harris

Sales is no longer a numbers game. This is especially true in B2B sales where deals are larger and sales cycles are longer. The best sales reps don't take a spray-and-pray approach. Instead, they take a more methodical approach. They take time to understand the psychology of their buyers. But you don't have to go through years of...

September 24, 2015 · sales hacks

Increase CRM Adoption and Productivity with Automated Sales "Scorn Board"

Want to see something you have control over improve? Measure it and meticulously log it every day.

September 22, 2015 · outbound, performance, sales management, salesforce

4 Simple Steps to Find the Decision Maker in Any Company

A big obstacle facing outbound sales reps is making sure they’re talking to the right person, especially if you’re doing targeted account selling/account based selling. If you have the perfect pitch and deliver it to your ideal company but you’re talking to the someone who has zero buying power, you’ve just wasted your time and...