Up until a few decades ago, most companies only had two types of sales positions – inside sales and outside sales. While the inside reps hammered the phones and sent letters, the outside team would knock on doors, go to meetings, and attend events. Each was important to the success of the business and had …

Have you come across this article because you’re trying to improve your sales processes by understanding customer pain points? If that’s the case, then that’s your pain point – and like with most, it’s motivating you to take action in exactly the same way you want your customers to take action. What Are Customer Pain …

When someone receives a call from one of your salespeople, are they more likely to feel as though they’ve just been hit with a sales pitch, or that someone was genuinely interested in helping them to solve their problems? If you’re using the SPIN selling technique, they should feel the latter, and research suggests that …

In order for a SaaS company to thrive in a highly competitive industry, it is important that they are not only retaining their current customers, but generating new ones. It can be tricky to entice a prospect to choose your service over that of a competitor, and often this decision is not made immediately. Lead …

Most businesses are always striving to improve their efficiency. Small improvements to performance can make a big difference, and this is where technology and software can be key. Your sales reps are making thousands of calls a day, so seconds or minutes lost on each call can add up to a huge amount of inefficiency. …