In a perfect world, every lead would instantly sign on the dotted line. But just because a lead doesn’t immediately snap up the deal you’re offering doesn’t mean they’re not qualified, or that you shouldn’t continue nurturing them. I sat down with Julie Mann, Vice President, Inside Sales at Upland Software, to discuss how sales …

Sales has never been easy. And it’s arguably getting harder. Three-fifths of salespeople say they believe selling is now harder or much harder than it was just five years ago. It’s not surprising. A couple decades ago, your average sales rep might pick up the phone knowing very little about the prospect at the other …

Every sales rep I know is constantly looking for ways to up their game. And while it’s often about employing some awesome new tech tool or learning the latest closing technique, you can get a lot more out of your prospects and clients simply by getting a ton more out of the basics. With this …

For most businesses with a sales team, using sales management software is critical to ensuring optimal sales performance. Without it, salespeople can quickly get bogged down in data entry and other busywork that ultimately takes time away from what they do best: selling your product or service. In short, sales management software provides a means …

Leaving a sales voicemail almost doesn’t feel like a “real” sales activity. It’s what happens when you don’t achieve your first objective – speaking directly to your prospect. Yet it takes up a big chunk of your working day. In fact, the average salesperson spends about 15% of their time on leaving voicemails. As we …