Stop me if you’ve heard this one before: Bob Marsh was running a sales team of about 125 people when he implemented CRM. The day that the system went live, he looked around and said, “Ok, now what?” Sound familiar? Bob thought that if he could just measure what was happening in his sales organization,...Read More
I have a theory and believe that it is true (painting with a broad brush). This theory may offend some people (though in reality it should not), but I think once most have read through to the end of this post, they will agree with me. So here it goes: Being a modern sales leader...Read More
One of the hardest things to adjust to as a sales representative is when someone moves your cheese (and I know!). Let me back up a little here. At a recent prospect meeting, a VP of Sales stopped me in the middle of a presentation and said, “Your company helps sales leaders move salespeople’s...Read More
Every role in sales is a different job. Yes, seems obvious. The end goal – bring in revenue – is the same. But the difference between the key performance indicators (KPIs) for sales, sales development and account management teams is distinctive. And you need to have different key performance indicators (KPIs) for each of those...Read More
It’s no secret that your channel partners can be a source of serious revenue. According to Channelinsight, half of 112 companies surveyed derive more than 60% of their revenue from channel. Although channel partnerships used to only be popular with traditional hardware and software companies, Allbound founder and CEO Scott Salkin says that they have...Read More
This piece is part of our series on sales development, by sales development reps. Sales is everything. Everything is sales. I thought of that line and was disgusted with myself at how corny I’ve become. But that doesn’t mean I’m not right. A job in selling truly exposes you to a little bit of everything....Read More
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