Historically, many sales tools—CRM systems in particular—have been designed to benefit managers, but require extra steps or workflow changes for reps. This has made it hard to drive adoption, and it becomes difficult for managers to achieve ROI when rep adoption is inconsistent. Aiming to solve the problem by providing more value to reps, a...Read More
When the time comes to roll out an updated or improved sales pitch, it’s imperative to not stumble through this process. Your sales organization needs to be unified on communicating the value of your product or service. In order to get your team unified, you first need to establish buy-in. Take these five vital steps...Read More
When your sales reps are fully engaged, the entire company benefits enormously, because they’re able to sell more. There’s plenty of science to prove this. According to Gallup, those who score in the top half of employee engagement nearly double their odds of success compared with those in the bottom half. A study from the...Read More
This piece is part of our series on sales development, by sales development reps. Well another Saturday morning has rolled around here in Detroit, which means I have another chance to crack open my laptop and type away into the sales-related ether. But this morning, I ask myself the world’s most dangerous question: Why? Why...Read More
When you think of motivating your sales team, you probably picture working with your bottom performing sales reps. But you might be surprised to learn that working with bottom performers won’t yield the highest return for your sales team. Neither will working with your top performers. According to a study by the Sales Executive Council,...Read More
Any message from a sales rep that includes “touching base,” “circling back” or “checking in” is what Jill Konrath calls the kiss of death. “That is an email or voicemail that gets deleted in two seconds,” she said. “People don’t want someone who’s touching base. They want a deal with somebody who continually brings them...Read More
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