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 >>

How Loud Can You Be? Finding the Right Number of Prospects to Nurture


Just how loud—or quiet—are you? What’s the “volume” you’re selling at, and is that volume effective for your target audience? Finding the right volume, and by that we mean determining how frequently to reach out to prospects at all stages of the buyer’s journey, is critical for effective sales.

But how do you determine that volume?…


Smart Sales: Fact Finding & Sales Methodology Busts

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 each week. 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:

Stupidest Sales Tip Ever
Everyone used to say that people only buy from people they know.… 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.…