Posts by Category: Sales Best Practices

More Ways to Turn Sales Insights Into Profit: Part 2


As a sales manager, there are many factors you can’t control that directly impact your team’s results—but some things you do have some power over, and you need to pay close attention to them! Last week, we talked about using data to look at three things you can control in order to improve your sales: your sales process, how your team is trained and the content your reps use to engage with leads.…


Stop Sinking in Sales Interview Quicksand

Original post from Leanne Hoagland-Smith:

The Quicksand Known as Sales Fact Finding Questions:
While knowing to ask the right questions is indeed important, sometimes being so focused on these questions has you quickly drowning in quicksand before you know it.
When salespeople become so intent on one aspect, they may lose sight of the bigger picture.

3 Ways to Turn Sales Insights Into Profit: Part 1

Your team’s sales success rate probably fluctuates quite a bit depending on a number of factors. Factors that can impact sales success include:

  • Lead quality that you get from marketing
  • Volume of inbound leads
  • Sales process
  • Messaging and content
  • Quality and motivation of your sales reps
These five factors cover a lot of territory! … Read more >>

Falling Into the Multitasking Trap…

Original post from Deb Calvert:

Inside Sales & Multitasking: Sellers Behaving Badly:
You are fooling yourself if you think you can multitask while selling by phone.
Selling by phone requires just as much focus as selling in person does. In fact, I believe it requires even more dedicated focus if you are to pick up on subtle intonations, context and nuance without the benefit of visual cues.

How a Strong Sales Cadence Keeps Your Sales Team Marching Forward Together


Research shows that in order to maximize your conversion rate you’ll need to touch a prospect 8 to 12 times, in part because 80% of leads do not close on the first call. Typically, this series of “touches” will occur as a combination of emails and phone calls on the part of your sales team.…