Science of Sales
Learn how to scientifically measure and maximize your sales performance using a series of new, data-driven metrics, formulas and technologies.
Sales Performance
How to Use Science to Win Your Sales Conversations
Is sales performance an art or science? The answer is that it’s both. Author Nancy Bleeke shares how science sets us up for the art of the information exchange necessary for winning sales.
Sales Management
3 Critical Sales Metrics You May Have Overlooked
Discovering the right metrics for your team takes time and patience, and even the best data-driven sales leaders sometimes find that they’ve missed a key calculation along the way.
Sales Performance
Putting the "Account" in Account Based Selling
The heart and soul of any good ABS strategy is a crystal clear understanding of the qualities that compose your ideal accounts. Let’s dig into how to make this happen.
Sales Performance
Five Major Sales Trends Shaping Business in 2017
Our latest eBook examines 5 major sales trends poised to impact sales in new and exciting ways in 2017, from prescriptive sales insights to automated data capture.
Science of Sales
A Day in the Life of a Sales Scientist
As the technology and methodology to measure, scale and refine sales continues to evolve, we expect a new role to emerge within the sales organization to support this initiative. Enter the Sales Scientist.
Science of Sales
3 Sales Metrics You Need to Measure Last Year & Maximize Next
Rather than simply thinking back on whether you hit your monthly or quarterly quotas, let’s dig into 3 important metrics that will help you to effectively maximize your sales growth in 2017 and beyond.
Science of Sales
How to Extract Actionable Sales Insights from Unstructured Data
More than 2.5 exabytes of data are created each day, but not all data is equal. We're examining two data types that are different but equally important when it comes to generating actionable sales insights: structured and unstructured.
Science of Sales
The Evolution of Sales Intelligence
Imagine a mainframe computer from the 1960s. Despite its sheer size, we can now wear more data processing power on our wrists (hello, Apple Watch) than exists in this photo.
Science of Sales
The Autopsy of a Lost Deal: Dissecting the Dimensions of Your Sales Performance
Sure, every business loves ringing the gong or blowing the whistle to announce sales wins. But truly successful businesses make just as much “fuss” about lost deals as they do about those that are won.
Science of Sales
Five Key Sales Metrics (with a Twist)
The following is an excerpt from the recently published book From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin.