The Real Impact of Exceeding Quota

When you review the performance of your sales staff you might think that simply meeting quotas is the best you can hope for. But, if your team crushes their sales quota on a regular basis it might not be a viable quota. Establishing a viable sales quota for your organization is not easy. If quota...

Read more

Metrics Your Field Sales Ops Teams Should Be Tracking

Key Sections: 1. Choosing the Right Metrics 2. Process & Procedure Metrics 3. How to Make Metrics Matter On the surface, selling seems simple. Your sales team just needs to talk to prospects about their problems and your solutions. However, as a sales manager you know it’s not so cut and dry. There’s a little...

Read more

How to Create And Implement a Sales Playbook [with Template]

Do you ever wish you could take your team’s best sale to date and clone it over and over? While there’s no magic sales button, there are ways to make your team’s process more efficient and consistent. Much like a playbook for your favorite football team, a sales playbook is a guide that details all...

Read more

Hottest B2B Sales Trends in 2019

Guest post by Scott Miraglia 2019 is another year in an era that is seeing rapid-fire advancements in technology. That means there are more channels than ever before in which to appeal to potential customers. It’s an exciting time, but one with an undercurrent of anxiety. For example, according to a LinkedIn survey of B2B...

Read more

Ask the Right Questions, Close More Deals

You’re there to sell something, but how can you come across as not selling and why is this important? It’s important because no one wants to feel like they’re being sold to. As soon as a person realizes they’re the subject of a sales pitch, human nature kicks in and they will instinctively shut you...

Read more

7 Ways To Drastically Reduce Your Sales Cycle

Reducing the length of your sales cycle is vital in order to positively impact your ROI. The faster you get deals through the pipeline, the more opportunities your reps can work on… increasing the number of possible closes. Below are some tips and techniques on how to shorten your sales cycle and get to more...

Read more

16 Sales Competencies That Define Winning Sales Teams

Employee turnover is expensive. Hiring the best sales professionals is crucial for organizations. Excellent sales candidates will have a specific set of core sales competencies. It is the manager’s job to uncover these competencies in the interview process. What makes a great sales candidate? Sales competencies for sales professionals are shared across the sales team...

Read more

6 Reasons Why Sales Managers Should Not Sell

Should your sales manager be selling? Short answer: no. At the heart of every sales team is a sales manager. When the role is done well, a sales manager is the glue that holds everyone together – the motivator, the coach, and the strategist. The sales manager role is about optimizing performance, aligning the team...

Read more

Open-Ended Sales Questions: The Remarkable Importance of Qualifying Leads

Open ended questions are essential for sales success. They allow reps to get inside the head of prospects and better understand their pain points. The right open-ended questions help ensure that reps are building rapport, uncovering pain points, establishing need, and clearly articulating the value of their offering. Below are 26 open-ended sales questions that...

Read more