Statistics reporting on sales performance can seem pretty grim. For instance, consider that, according to data points compiled by Mailshake: Less than 50% of initial prospects turn out to be a good fit. 58% of buyers state that sales meetings aren’t valuable. 82% of B2B buyers think sales reps are unprepared. But although some people …

Great sales teams don’t just happen. Instead, they’re built – brick by brick – by leaders with a data-driven focus on proper sales process management. And although every team has its own weaknesses, true sales leaders recognize that effectiveness in all of the following sales functions is necessary for success: Operating according to a defined …

According to LinkedIn, four out of every five of the platform’s members drive business decisions, giving the network twice the buying power of the average website. That’s a huge opportunity for salespeople, but how do you take advantage of it? How do you find the right prospects amidst LinkedIn’s 630M+ members? Should you connect with …

Sales playbooks are valuable assets in many situations: onboarding new hires, launching a new product, and implementing a change to your process. Once your representatives see how the playbook helps them, they will use it independently to help with sales activities. If your team doesn’t have one—or you’ve been relying on the same old document …

There are myriad frameworks out there to help you qualify prospects. In fact, there are so many that it can be pretty confusing, and – to further complicate matters – there’s no one-size-fits-all framework that works for every business or in every situation. So how can you free yourself from qualifying frameworks in order to …