It’s almost that time of year again. No, we’re not talking about the holidays. It’s sales kickoff season — get pumped. You’ve had a great fiscal year, and you’re ready to get your sales reps fired up to do even better next year. Just don’t fall into the trap of being one of those teams...Read More
The concept of being a metrics-driven sales organization sounds like a great idea because every executive wants to see more predictability in their sales process and know when and how they can scale their company. The board and investors don’t want subjective explanations about what’s happening in sales – they want data. According to new...Read More
Customers are like compounding interest: The more you have, the more referrals you get, the more renewals you get and so on. In essence, customers are your biggest source of recurring revenue. Gartner Group tells us that 80% of your company’s future revenue will come from 20% of your existing customers. You’ve probably heard that...Read More
Simply having key performance indicators (KPIs) is not going to increase sales performance. It’s important that you define, track and display those sales KPIs, in addition to creating a culture that’s driven and motivated by them. Hubspot director of business development Justin Hiatt recently spoke with us during a webinar and explained how he mastered...Read More
We love talking about sales performance. So when we received an interesting question during a recent webinar about building a high- performance sales team, we couldn’t resist bringing it up in conversations that followed. Here’s the question: “When you are an inbound service center and then expected to sell solutions — what do you think...Read More
The world of sales has changed. In fact, it’s still changing. The classic model of sales managers harping on sales reps to always be closing is seriously out-of-date, and the olden days of salespeople always saying they’re busy but not getting much done should be a thing of the past. The modern sales manager is...Read More
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