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How Modern Sales Leaders Can Save Time and Money

Investing in building a new tech stack does not always save you time or money.

August 24, 2016 · sales management

Personalize, Standardize, Automize: Striking the Right Balance with Data Science

As part of an industry built on a foundation of effective communication and influential relationships, sales people sometimes think of data science as their worst enemy. Data science is often seen as an evil overlord, lurking over reps’ shoulders and reporting back on their every move to their supervisors. And then of course,...

August 04, 2016 · sales management

Sales Enablement: How to Use Content, Training, Strategy and Technology to Drive Productivity in Your Sales Force

What if I told you there’s one thing that you can do right now as a sales leader that will help you achieve higher team quota attainment, more revenue growth, higher sales velocity, and increase in lead conversion rate?

Stories From the Sales Floor

It's been about three months since my co-host, Ben Sardella, and I started the Stories From the Sales Floor podcast. We've had a blast, and there's plenty more to come. There have been many unforgettable stories from today's sales thought leaders and front-line practitioners, and we've drawn some invaluable lessons along the way.

June 17, 2016 · podcast, sales management

4 Ways to Drive Revenue with Sales Enablement Content

Now, more than ever, Sales Enablement is coming out of the woodwork as a full-fledged industry, rather than a byproduct of the work sales (and marketing) was already doing.

How to Choose, Track and Improve Key Sales Development Metrics for Predictable Growth

Analytics and reporting have always been a central part of sales, yet this increased access to data doesn’t always result in an increase in sales performance. Even with data readily available, strategy and tactical knowledge can be a challenge for reps and sales managers alike.

May 27, 2016 · sales management

Sales Strategies, Tools and Tactics for Reps to Be More Productive and Close More Deals

Think about this: 89 percent of workers admit to wasting time at work, and well over 50 percent say they waste more than one hour per day on non-work-related tasks. While I know that not every single moment can be spent on tasks, this is a significant amount of time lost.

May 19, 2016 · sales hacks, sales management

The Future Of Consultative Selling: 7 Shifts That Make Sales Success Inevitable

This is a guest post by Ago Cluytens, Practice Director at RAIN Group.

May 04, 2016 · sales management

The Best Books for Modern Sales Professionals and How to Read Them All in the Next 6 Months

If you search for sales books on Amazon, over 100,000 titles come up. I’m a big believer in education, and books are the best way to develop your craft. But where should you start?

10 Steps to Hiring the Right Reps and Building an Unstoppable Sales Force

$563,500

April 22, 2016 · recruiting, hiring, sales management
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