How to Build a Great Sales Development Team (Part 2)

Last week, in the first post of our Sales Development series, The Rise of Sales Development, we went over the brief history of sales development, the emergence of the Sales Development Representative -- the SDR -- and the beginning of the sales process.

4 Proven Steps to Choose Sales KPIs for Your Team

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...

The Danger of Sales Automation Done Wrong

Sales Automation is a bit of an oxymoron. When you really boil it down, there's a critical human element to sales that defies automation.

Hiring sales reps without getting sold

Hiring sales reps with skills and talent for your team is absolutely critical to your business' success, particularly when you're still a small team as each person can have a big effect on team dynamics, morale, and culture.

How to Think About Your Sales Team Structure

At PersistIQ, our goal is to make outbound sales simple and effective by using the latest in technology while maintaining the human touch. Over the years, I’ve worked with hundreds of sales organizations. Each one has presented us with the same question: Given all the new sales technology, what is the best way to approach sales...

How Modern Sales Leaders Can Save Time and Money

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

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,...

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.

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.

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