Lately, we’ve all heard the term “sales operations” get thrown around about as often as things like sales stack, sales enablement and sales acceleration. You can be a great salesperson, coach, leader and visionary, but sometimes data and process just isn’t your thing — that’s where sales ops comes in. Your sales ops person integrates...Read More
The amount of money you spend on your sales stack is no joke. After CRM, marketing automation and additional sales tools, the annual cost of your sales stack could reach hundreds of thousands — maybe millions — of dollars. On the other hand, a report from InsideSales.com found that 36% of business executives feel that...Read More
This piece is part of our series on sales reps, by sales reps. “If you don’t like the weather in Michigan … wait 5 minutes, it will change.” That’s what they told me. During my time as a field sales professional, my day could be hindered substantially by the unpredictable elements of Mother Nature. You...Read More
This piece is part of our series on modern sales reps, by sales reps. In our world of predictable revenue, many college grads wanting a career in tech sales start as a sales development rep. The SDR role provides a crash course in prospecting skills, the buying process and the general ups and downs of...Read More
Sales ramp-up time is a crucial metric. When you understand it, you can make more informed forecasting, hiring and even firing decisions. Unfortunately, many sales leaders aren’t tracking this. The most simple definition of sales ramp-up time is the length time it takes a salesperson to reach full productivity after hiring. Although it’s a simple...Read More
This piece is part of our series on modern sales reps, by sales reps. Who’s heard of Morton Grodzins? … nobody? That’s what I thought. Now, who knows the name Malcolm Gladwell? That’s right — you know the name! What’s the connection between these two men? Well, Morton Grodzins did an enormous amount of research and...Read More
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