For the last ten years or so, you’ve been working your way through the ranks from individual salesperson to a senior sales management role, and you think you’re ready to take the next step: VP of sales. But the path to get there isn’t always clear-cut, and people often think they’re ready to be a...Read More
If you haven’t heard of Activity Based Selling, then you should really pay attention here. Modern sales leaders everywhere are embracing this methodology of viewing sales as the result of a cascading set of controllable behaviorsthat lead to a defined outcome. They’re doing it because Activity Based Selling allows them to drive performance by selling...Read More
This is the first of a two-part series covering the most useful Salesforce reports for leaders based on the type of sales team. Check back in a couple days for part two. You know that CRM dashboards alone aren’t enough for your sales stack. But it’s also important to note that if you really want...Read More
“The Year of the Sales Stack.” That’s what TechCrunch dubbed 2016. Unfortunately, as a sales leader, your time fills too quickly to allow for evaluations of all of the software and services that could strengthen your tech stack this year. We’re here to help. This series offers snapshots of some of the top software and...Read More
This piece is part of our series on sales development, by sales development reps. Dear Modern Sales Leader, I am issuing you a challenge right out of the gate. Before you read this blog, I want you to select a few sales reps on your team and ask how they would handle the following scenario:...Read More
Your sales development reps should be precision shooters. Snipers of prospects. Marksmen in finding and reaching your buyer persona. This means they are experts at identifying, contacting and communicating value to your ideal customer profile. A great way for SDR leaders to coach around this is with team targeted call-out sessions, where you gather your...Read More
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