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Why Sales Reps Must Embrace Technology Or Fail

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Just as marketing people have done in recent years, sales reps need to embrace new technologies that will help them to learn more about their customers. Earlier this spring, Sales Benchmark Index shared a remarkable blog post about how the sales environment has changed and why sales professionals must adjust or lose their jobs. Read more >>

5 Elements To Study When Sales Start To Slide

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If revenue at your sales organization has started to slide, the best way to determine the problem is to divide the sales team into four sections: strategy, structure, people and process. A Sales Guy recently posted a good conceptual blog post highlighting these four key elements. We’ve added a fifth element — technology — that merits consideration. Read more >>

The One Thing Sales Managers MUST Do Today

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If sales managers could focus their entire time on one effort that would make the most difference, it would be this: coaching sales representatives. That’s according to Inc., which recently shared a fantastic article highlighting sales metrics research from Jason Jordan, an author and a partner at Vantage Point Performance. Read more >>

5 Secrets To Better Sales Engagement: An Interview With Dave Stein

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Dave Stein, CEO of ES Research Group, Inc., and Stefan Gass, CMO of Tellwise, recently discussed how to help sales reps use technology to drive sales engagement and gain leverage with buyers during the sales process. Join them as they continue the discussion during their webinar, “5 Secrets To Better Prospect Engagement,” at 1 p.m. ET on Wednesday, Dec. 11. Read more >>

What’s Better? Pipeline Diagnostics Or Analytics?

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Performing pipeline diagnostics is a good exercise. Sure, it’s great to talk about tools and win rates and average deal sizes. But we think it’s much more important to use that valuable time to perform analytics to find out what is and isn’t working. Partners in Excellence recently shared an interesting blog post about the subject. Read more >>