The Importance of Sales Leaders

Original post from Anthony Iannarino

Every Organization Needs a Sales Leader
Every organization, regardless of its size, needs a sales leader.

Smaller, entrepreneurial organizations don’t believe they need a sales leader. They believe that sales is a necessary function, but don’t believe that it is necessary to have someone lead and manage that function.

Game On! Motivate Your Sales Reps to Reach Their Year-End Goals With Gamification


It’s that time of year again—the time when you either make it or break it. What are we referring to? Sales goals, of course! Are your sales reps motivated to finish out the year strong? Or are they complacent with where they are and just coasting along until year’s end?  If the latter, how can you be an effective leader and inspire your team for greatness so they reach or even surpass those goals?…


Smart Sales: Effective Prospecting

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

Nobody Answers a Phone that Doesn’t Ring
These days, it seems that most sales are done through email or some form of digital messaging, but whatever happened to the power of a phone call?… Read more >>

Turning Prospect Hesitation Into Customer Confidence

Original post from Colleen Francis

Is Your Prospect Hesitating? Are You Surprised?
Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect who has no power to say yes?

Hesitation and questions about your product can come only from real decision makers.

Where Do You Stand? It’s Time to Review Your Sales Pipeline


For sales managers, Halloween isn’t nearly as scary as the fact that November is here and the end of 2015 is close behind—and that means the big reckoning as far as sales goals and your sales pipeline!

Do you know where your pipeline currently sits? Are you going to be sitting pretty come December 31 or a sitting duck, or wishing you could do 2015 all over again?…