Why KPI's Matter for Sales Leaders

In sales, there’s a creative tension between managing people and managing numbers.

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.

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.

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.

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.

The Peanut Butter Cup of Today’s Sales and Marketing

Account-Based Marketing (and Selling) is a new and quickly evolving space. There is not set playbook or blue print floating around on the Internet. Companies like PersistIQ and Expanded.io are creating the playbook. That's why I've asked sales expert Chris Conrey of Expanded.io to share his knowledge on the subject.

How To Get What You Need From Your Marketing Team

Sales and marketing teams have become more and more aligned in recent years, especially in B2B organizations. History may show a past of battles, resulting in scars and wounds between the two departments, but it’s imperative that they now work together.

Your Final Dreamforce Exhibitor Checklist

Dreamforce is rapidly approaching. If you're exhibiting, nearly all your major deadlines have passed. Your booth is largely planned. Catering orders have been placed. Graphics have been sent to the printer.

How To Overcome The #1 Problem With Inbound Leads

When people think of sales, people mainly thing about cold outbound emails and cold calls to prospected leads. However, there’s another aspect of sales that’s just as important- inbound leads. How should you follow up with the leads that come inbound from your marketing efforts?