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Sales
Dear Modern Sales Leader, Let’s get one thing straight: I understand and appreciate how busy you are and how hard you work. I hear the phones of my sales director, VP, CRO, CEO ringing by the minute, every day. Most of these calls and emails, however, go unanswered, unread and lack much acknowledgement at all....
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A common question I ask myself during my commute to work: “How do I continue to drive value within our company and maintain existing momentum during the sales process?” Some might ask, “Why do you talk to yourself about sales stuff while driving?” Great question. First off, I need to pass time. Second, I love...
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Let’s time travel for a moment: Twenty-five years ago, sales reps didn’t have a lot of options to engage with prospects and communicate their business and value proposition. As a sales leader, you could either spend hundreds of dollars on plane tickets, hotels, meal plans, etc. to have face-to-face meetings, or have reps simply pick...
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When it comes to defining key performance indicators for your sales team, it’s common to not know quite where to start. Sales teams across the globe are using sales KPIs to manage and motivate performance, but getting the most out of your sales KPIs means identifying the right metrics for each organization and role. (Not...
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Mark Roberge was not your typical chief revenue officer. For one, he started his career as a computer programmer. With a degree from MIT, he’s been trained to view the professional world through the lense of data, technology and science. So when he came to Hubspot nine years ago as the fourth employee, he applied...
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Sales is evolving. You’ve likely heard about the importance of having a modern sales team already. But take a moment to think about what that actually means. Sales has been done by reps going door to door or calling people and then hard-talking them into buying a product. The salesperson was infamous for being independent,...
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