When you picture a salesperson, what do you think of? Someone knocking on doors with a briefcase full of product samples? Or someone in an office, working the phones and sending email after email? Well, both are kind of right: the first scenario refers to outside sales, while the second image describes inside sales. These …

Sales is a cutthroat industry that can be incredibly difficult to succeed in. One key element of any sales team is an effective sales leader – they can mean the difference between teams struggling to hit their quotas and consistently exceeding them. A strong leader can identify strengths and weaknesses in their team, motivate team …

You might have the most talented salespeople in the world – reps who are exceptional at engaging prospects, asking the right questions, and closing the deal. But if you don’t get the sales operations piece right, they simply won’t perform as well as they could, because they won’t have the systems and processes in place …

Selling has never been harder than it is right now. Decision-making processes and the solutions we sell are becoming increasingly complex, which has in turn affected the length of the sales process – with 68% of B2B buyers saying their purchase cycle is longer than it was a year ago. A longer sales cycle means …

Thomas Edison once said, “Good fortune is what happens when opportunity meets with planning.” This quote sums up why creating a sales territory management plan is so important. You’re in business to take advantage of the opportunities in your industry – yet you won’t have a shot at reaching them if you don’t have a …