As nearly every industry vertical becomes more crowded, the cost of marketing increases, and competition heightens. To succeed in this environment it is absolutely crucial that your sales and marketing teams are aligned. Sales and marketing alignment leads to increased revenue, better win rates, sales process best practices and improved customer retention. In fact, a […]

Sales talk tracks have been around for decades if not centuries. But even if you have a great training program, reps can’t be depended on to remember what you trained them to do during conversations with buyers and customers. And yes, reps should still be making cold calls (as long as they’re using the right […]

Cold calls are one of the most ubiquitous, debated, and disliked activities within sales. It’s very rare when someone actually wants to be cold-called, and very few salespeople actually like making them. Because of this, cold calling is often overlooked or avoided (especially when your team doesn’t have any excellent cold calling scripts at their […]

A sales pipeline has been a common tool for sales teams for decades, but sales is changing. Despite what many think, sales is not what they show in the movies. The days of intense, hardball tactics, “sell me this pen” and “Always Be Closing!” in the sales office are behind us. Modern, customer-focused sales teams […]

Conversation follow-up is the dreaded part of sales that leaves both sellers and buyers frustrated. Buyers expect a timely and personalized follow-up email, but we all know sellers dread creating it. Sometimes reps neglect to send sales email follow-up after an important conversation and forfeit the whole deal. We get it. Sellers are being pulled […]

What does inbound sales mean in 2023? If you ask five different companies how they define inbound sales, you may just get five different answers. That’s because sales processes vary wildly from organization to organization. Some companies split salespeople into dedicated inbound and outbound sales development teams, while other companies task reps with both prospecting […]

In a time when 72% of reps expect to miss quota and 85% of sales leaders have no budget for headcount, it has never been more important to improve results from existing reps. And while investing in the right technology for sales reps is important, it’s just as important to ensure that sales managers have […]

Artificial intelligence (AI) has been making significant strides in various industries, and sales is no exception. Introducing AI into the sales process has revolutionized the way businesses approach and manage their sales activities. By automating repetitive tasks, providing personalized recommendations, optimizing lead generation and more, AI is transforming the sales landscape in numerous ways. One […]

In today’s fast-paced, customer-centric business world, the ability to communicate effectively is paramount to the success of sales and customer success teams. As a rep, navigating the complexities of customer interactions can often be challenging, with high expectations for saying and doing the right thing in every situation. It’s vital to empower reps with the […]

Sales engagement platforms have been gaining rapid popularity among businesses as a way to improve their sales processes. However, with so many platforms available, it can be overwhelming to choose the right one. It’s important to recognize that not all sales engagement platforms are created equal, and selecting a solution that doesn’t work for your […]

Not every sales dialer is created equal. You wouldn’t wear baseball cleats on a tennis court. Or use your driver when you’re on the putting green. Great athletes (and even occasional ones) know that they need to use the right equipment if they want to perform at their best. Well, the same goes for sales […]

Here’s a secret: no one is too sophisticated for sales training. There’s no point in your sales career when you’re done learning. The sooner you realize this, the more skillful and resilient you’ll become. Think of the sales world as a constantly changing landscape, with new ideas and technologies emerging all the time. Just like […]