You’ve been waiting for this new product launch for months. Finally, the day arrives! Product marketing sends an email to your sales team announcing the new product. In this single dense email, they outline all the features buyers will love. So, what happens next? Nothing. Your sellers are insanely busy. Quotas are looming over them, […]
Recent advances in sales software have revealed a striking paradox. On the one hand, we’ve seen an explosion in the number of sales technologies on the market. But from a different angle, this can often lead to more complexity and inefficiency, as sales managers, marketers, and reps try to navigate their tech stack. There is a better […]
10. Your Sales Cycle Needs More Then Just Improvisation If you don’t understand your sales cycle, you can’t forecast your revenue. Yet when it comes to the building blocks of this critical metric, many companies take an ad hoc approach. Sales training: If it’s just 1 week of shadowing, good luck trying to scale as […]
“An ounce of prevention is worth a pound of cure.” You’ve probably heard this dozens of times throughout your life. But how often do you apply this wisdom to your sales team? It’s one thing to fill your funnel with qualified leads and prepare reps for new demos. However, what are you doing about your […]
Sales reps are under a lot of pressure to perform, but they don’t have a lot of margin for error. The best things you can give them are a great foundation and goals worth achieving. However, what we see far more often are a lot of myths, unfounded optimism, and wishful thinking. And the number one […]
Many sales enablement solutions promise impressive benefits for your sales team. But you’ll need more than that if you want to implement a sales enablement platform. As you examine sales enablement solutions for the best fit, you’ll need internal buy-in from your marketing team. What’s in it for them? If you do it right, your […]
SaaS sales has never been more challenging. Every year, buyers get more savvy. Old competitors lurk in the wings, and new competitors are popping up all the time. And sales reps need to keep track of all of this while learning new products and pricing. Reps might think they’re fighting an uphill battle. But SaaS […]
After attending the Sales 3.0 Conference in San Francisco a few weeks ago, we arrived at some startling insights. No matter what type of business they’re in, a sense of frustration unites sales enablement professionals across the country. Everyone has ambitious sales goals, and executing the right sales enablement plan seems like the best way […]
The best sales strategies win deals, minds, and hearts. Top sales professionals create relationships that stand the test of time. They know that the first sale is never the last, and there will always be opportunities to add more value. Cross-selling and upselling figure strongly in the best sales strategies, but be careful. You need […]
April is fast approaching, and with it the end of Q1. Every year, almost every company has big plans to increase revenue in the first three months, but only the best achieve their goals. The time is right for some deep self-reflection. What went right, what went wrong, and how do you increase revenue through […]
What are the greatest dangers in sales? If you’re not taking advantage of sales enablement tools, then you might be overlooking some insidious handicaps. Recognize the following obstacles and learn how you can use sales enablement tools to regain your momentum. Change Is Hard. Most Resist It, But The Best Embrace It We usually don’t […]
The race to improve sales is on. Every day’s a new opportunity, which is great news for your team. But each day that passes is also one day closer to the end of the month, quarter, and year. Do your sales reps have everything they need to thrive? Or, do they dread each passing moment […]