According to HubSpot, “Sales and marketing are two business functions within an organization — they both impact lead generation and revenue. The term, sales, refers to all activities that lead to the selling of goods and services. And marketing is the process of getting people interested in the goods and services being sold.” Although both […]
There are 5 stages of technology adoption that have proven true for most new emerging technology. Innovators make up 2.5% of the population. They’re willing to take risks and are the first to adopt new technologies. Early Adopters make up 13.5% of the population. They’re not at the forefront of innovation, but they’re not far […]
If you’re in sales, asking questions is a large part of your daily duties. Questions are arguably the most important tool in a salesperson’s arsenal. Asking questions in the right way can compel a prospect to act, open their mind to new possibilities, and even secure buy-in for the next step in the sales cycle. […]
According to a survey conducted by CSO Insights, 80% of employees are not actively engaged at work. Shocking? Maybe. True? Definitely. In fact, the same study found that organizations, where more than half of reps report feeling engaged, are nearly twice as likely to meet their quotas. In fact, the difference in quota achievement […]
If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in the following type of situation: A sales rep just finished a rather tough call. As soon as he hangs up, his manager comes up to his desk […]
According to a 2018 report by InsideSales, sales development representatives (SDRs) ramp time has increased by 5.8% from 2017… going from an average of 4 months to 4.2 months. Inbound reps have an even harder time, with an average ramp time of 5 months. Although this difference isn’t shocking, it’s a trend that teams […]