Get this: Only 33 percent of sales professionals attain individual quota, and 23 percent of companies surveyed don’t even know if their sales force achieves quota or not. Crazy, right? The world of modern sales has a lot of changing parts. While you can’t control what happens with the modern buyer and seller, it’s your...Read More
The longer your modern sales process, the more likely it is that the customer will jump ship to one of your competitors. In SaaS, customer acquisition happens over a number of steps — a customer becomes aware of your solution, tries it, expresses interest, negotiates with your sales team, buys it and then begins using the...Read More
The modern sales game has changed, and so have its players. In other words, the buyer, the salesperson and the sales manager look very different than they did a few years ago. Modern sales leaders don’t take after Glengarry Glen Ross anymore, and modern sales reps no longer resemble the suspicious used car salesman. What’s...Read More
Leadership means showing the way. That’s what someone recently reminded us on Twitter as a response to the fact that 44 percent of executives think their teams are ineffective at managing a sales process. @leveleleven @bobmarsh5 yet the responsibility is theirs. Leadership means showing the way. — George Seybold (@GeorgeSeybold) January 3, 2016 We thought...Read More
Happy new year, sales leaders and friends! We hope you’re ready for a triumphant 2016. We thought we were ready. We even got into the swing of rolling out new year initiatives. But we just don’t feel like we’ve showed you just how thankful we are for how you supported us last year yet. We...Read More
The new year is drawing near, which means you need to get on board with the latest sales leadership wisdom before jumping into 2016. From sales industry predictions and forecasts to cold calling and predictive analytics, we’ve compiled the ultimate list of sales performance reads to get you poised for crushing quota in the upcoming...Read More
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