Whether you’re an individual rep or a sales manager, tracking and reporting on the right metrics is of the utmost importance. Good rules to follow when choosing metrics at the campaign level should help drive actionable change in your sales campaigns, moving the needle in the right direction. After you’ve crafted your outbound sales campaign...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
Sales organizations are more and more frequently putting an emphasis on sales metrics and looking at ways to use their CRM as the tool to implement them into their business. As sales leaders and executives, we need to choose wisely when determining our primary metrics. These metrics will drive a specific behavior, and we need...Read More
You’re a modern sales leader. You’re equipped with a solid sales stack. You run a data-driven sales team. Basically, you’re killing it right now. But could you be doing more? The answer is yes. You can always be doing more. Dan Miller-Smith is the Director of Sales Development for Procore Technologies. He recently told us...Read More
I don’t know if you heard about or had the privilege (I use that term loosely) of watching the Detroit Lions’ first victory at Lambeau field since 1991 this past November, but they nearly blew it with a late, missed extra point. Almost losing in the most Lions way ever came at no surprise to...Read More
If there’s one thing that all sales leaders can agree on, it’s that the industry has changed. Long gone are the days where buyers are beholden to salespeople for information. They do their own research and expect salespeople to help them learn. To keep up with changing buyer perceptions and trends, the modern sales leader...Read More
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