Your buyers don’t just turn up at your door with money in hand ready to buy your product. Instead, they go on a (sometimes complicated) journey that eventually leads to them making a purchase. Understanding the buyer’s journey is a great way to make your sales process more efficient while also improving the customer experience. …

What’s the right sales strategy for your company? While inbound sales strategies are known for being cost-effective and relatively easy to scale, outbound sales campaigns are a powerful way to build customer relationships and close the deal. Which strategy should you choose? Both approaches have their pros and cons and are effective tools to help …

Every sales function wants to smash its revenue targets. Yet according to Salesforce, just 24% of sales teams are “high performers” that have significantly increased revenue year-on-year. Of the rest, 69% are “moderate performers” – those that have maintained or somewhat increased revenue – and 7% are underperforming. Want to move from those bottom two …

Sales reps only spend about 34% of their time actually selling. More than half of their time goes to performing tasks that can easily be automated with sales productivity tools, like writing emails, data entry, scheduling, and prospecting. Here are the 20 best sales productivity tools for 2021—let your sales team focus on what they …

Managing and leading salespeople to perform well is a big challenge. But what if almost all of your sales reps hit their numbers consistently? Research from CSO Insights shows that 94% of reps meet their quotas with great sales coaching. In this article, we will discuss what sales coaching is and how to apply it …