Sales Performance
Talking Sales Productivity with Jill Konrath
We recently spoke with sales guru and best-selling author Jill Konrath about her most recent book and the strategies and tools that sales professionals can use to work smarter.
Sales Management
3 Reasons Why Your Reps Are Missing Quota That You’ve Never Thought of Before
It happens to even the best of sales managers: end of quarter is fast approaching, and your quota isn’t shrinking, but the chances of your team making it are.
Sales Management
3 Sales Blind Spots You Didn’t Know You Had
The biggest dangers for your sales team are the ones you can’t see. You can’t fix a problem if you don’t know it exists, and often identifying the issue is more than half the battle.
Sales Performance
3 Things You Can Learn from Lost Deals
We’ve all been there: your team goes through the painstaking process of qualifying a lead, researching a company, negotiating pricing and then POOF! The deal is gone.
Science of Sales
Why Willy Loman's Life Could Have Been Spared
While Death of a Salesman is often interpreted as an exposé around the pressures and difficulties of the American Dream, it can also tell us a lot about sales itself.
Science of Sales
From Art to Science: 5 Steps to Predictable Sales Growth
With 60% of companies no longer confident in achieving their sales targets, it’s time for sales leaders to leave the art of sales behind and start adopting a more scientific approach.
Sales Performance
Sales Reporting vs. Sales Intelligence - The Great Debate
Although the terms “sales reporting” and “sales intelligence” have traditionally been used interchangeably, the recent surge of big data and real-time analytics is cause for companies to make an important distinction.