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
It’s almost that time of year again. No, we’re not talking about the holidays. It’s sales kickoff season — get pumped. You’ve had a great fiscal year, and you’re ready to get your sales reps fired up to do even better next year. Just don’t fall into the trap of being one of those teams...Read More
Customers are like compounding interest: The more you have, the more referrals you get, the more renewals you get and so on. In essence, customers are your biggest source of recurring revenue. Gartner Group tells us that 80% of your company’s future revenue will come from 20% of your existing customers. You’ve probably heard that...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
We love talking about sales performance. So when we received an interesting question during a recent webinar about building a high- performance sales team, we couldn’t resist bringing it up in conversations that followed. Here’s the question: “When you are an inbound service center and then expected to sell solutions — what do you think...Read More
Recently, our chief operating officer reminded us of an old finance adage: “If you build it right, it will run forever.” But with the rapid pace that sales technology evolves, this phrase doesn’t hold true for your sales stack. Modern sales leaders have to constantly re-evaluate the technologies in their sales stack. Here’s how:...Read More
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