6 Prospecting Tips to Finish the Year Out Strong

Here we are in Q4… it’s time to roll out some prospecting tips to finish out the year strong! That’s right! We’ve been talking to lots of salespeople and sales managers lately about their goals. Salespeople are concerned about making quota in the fourth quarter. And guess what? Sales managers are too! Then again, who [...]

By | 2017-07-17T14:20:39+00:00 October 25th, 2016|Sales Leaders, Sales Success|0 Comments

What’s the Best Sales Training? Sales Training You’re Open To!

Most salespeople dread sales training—even when the best sales training programs are right in front of them. However, I was never that person. I always looked forward to stepping out of my daily routine to have another person, outside of my company, re-invigorate and inspire me to be a better version of myself. As a [...]

By | 2017-06-21T17:28:11+00:00 September 27th, 2016|Sales Leaders, Sales Success|2 Comments

Crushing CRM: 7 Habits of Scalable Sales Teams

Sales teams and CRM. If I were to make this into an SAT game, it would look something like… Sales teams are to CRM as kids are to making their beds. Okay, okay, I know. The SAT doesn’t use analogy questions anymore (lucky kids these days). But the analogy isn’t far from the truth. Most [...]

By | 2016-10-17T16:47:26+00:00 September 22nd, 2016|Sales Leaders|0 Comments

Making Deals When the Sale Goes Sideways

Making deals is tough work. I get very frustrated when prospective clients put me off or go radio silent. In my opinion, here are a few of the most common reasons why: The prospect over-committed. They thought it was a good idea to reach out for help at a time when they were particularly overwhelmed, [...]

By | 2016-10-17T16:47:42+00:00 August 18th, 2016|Sales Success|1 Comment

Why Your Follow Up Isn’t Good Enough

The most effective people I know have more commitments, requests, follow up tasks, to-dos and activities scheduled than they can ever hope to accomplish in a day. We all do. If this wasn’t true, there would be no need for us humans to have invented the concept of prioritizing. This simple truth is also why [...]

By | 2016-10-17T16:31:03+00:00 May 3rd, 2016|Sales Success|26 Comments

Marketing and Sales Integration: How to Create a Dynamic Duo

As a sales manager, you likely understand the importance and value of marketing and sales integration. Unfortunately, marketing and sales teams often don’t recognize how much stronger they can each be when they work together. While sales departments typically claim short-term and immediate opportunities as their own, marketing tends to focus on long-term or objective [...]

By | 2016-10-17T16:31:05+00:00 April 28th, 2016|Sales Leaders|1 Comment

Creating a PlayBook that Wins: The Philosophy behind the Mechanics

Creating a PlayBook is a big commitment. So, are the rewards worth the investment? The Aberdeen Group did a survey in July 2015, which resulted in the following conclusions: Best in class companies are 3 times more likely to deploy Sales PlayBooks PlayBook users report 15% more sales reps achieving annual quota PlayBook practices combined [...]

By | 2016-10-17T16:31:10+00:00 April 19th, 2016|Sales Leaders|0 Comments