Get ready to be struck by lightning. Salesforce Lightning, that is. (Yes, we just did that.) Lightning was built to help the productivity of sales leaders using Sales Cloud. The combination of the two creates a pretty powerful CRM experience. If you haven’t already yet (but you definitely should have), you must go check out...Read More
Everyone is searching for one thing: That one key that will tip the scales in your favor. The trick that will give you a leg up over your competition. The secret of success. As sales leaders, we want to know: What is that “one thing” that will increase sales wins? The short answer … is...Read More
Picture this: You watch a sales rep swing and miss with prospects all week. You’re a modern sales leader, so you look at their metrics, take plenty of notes and come up with helpful exercises to help them improve. You sit down for an hour-long one-on-one coaching session where you share the tips and exercises...Read More
In sales, speed matters. Everyone wants to sell faster. The faster you sell, the more deals you can close. Pretty simple, right? Maybe not. The destination is clear. The trick is getting there. As a sales leader, this means you must coach your reps on how to sell with velocity. The importance of speed at...Read More
This piece is part of our series on sales development, by sales development reps. SUBJECT: Chips, Broncos and … Beer? Step 1: Acceptance The biggest obstacle as an inside sales development rep is being accepted, plain and simple. And no, I’m not referring to being accepted for who you are as a person. This isn’t...Read More
Many of you rely on sales contests. Healthy competition — along with the recognition and coaching that come with it — can definitely change behavior on its own. But adding a little extra incentive on top of sales contests (i.e., prizes) keeps things fresh and can even boost motivation. When it comes to choosing that...Read More
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