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

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.

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.

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...

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.

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

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.

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.

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.

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?