Building a Coaching Culture – Part 1: Why You Need One
This series will help you identify what coaching culture looks like and how to start, build, and maintain one that drives ROI for your organization....
How to Promote and Get Promoted as a BDR
Written by Ryan Schertzer | Director of Inside Sales at Seal Software No one wants to work for me, at least not for long. And...
10 Keys to Building a Remote Inside Sales Team
Remote teams are nothing new in the sales world–field reps have been closing deals outside of the office since practically the beginning of time. Working...
Every Sales Organization Needs a Massive Gong–This is Why
Gongs are ingrained in sales culture. Nearly every sales floor across the world has one or something similar. For those of us with massive gongs...
Dive Deeper Into Your Client & Customer Interactions with Conversation Intelligence
There are three common challenges for most Customer Success teams: spotting early churn indicators, missing upsell opportunities, and understanding why and how a conversation led...
5 Things Every New Sales Leader Should Know (But Probably Won’t Be Told)
Written by Scott Leese 1) You’re not supposed to have 100% of your team hit quota. If that is the case, your quota is too...
5 Awesome Prospecting Tools to Help Your Team Find the Right Contacts
The data game is quickly changing. Major players are unifying. New choices are emerging. But how do you know which prospecting tool and database is...
4 Skills Sales Reps Need to Get the Most Out of ConnectAndSell
The average ConnectAndSell (CAS) client gets somewhere around seven connects and one scheduled meeting per hour. While those numbers are impressive, it takes more than buying software...
Maximizing Event ROI: How to Close Deals on the Event Floor
I’ve been to a lot of events in my career: sometimes as a sponsor, sometimes as a vendor, and other times as an attendee. Depending...
Do You Know What ‘Type’ of Managers You Have?
Written by Richard Perez | President, RP2 Consulting Being a sales leader (CRO/Head of Sales) is hard and in many ways getting harder every day....
‘Because’ 93% of the Time it Works Every Time
See why you should follow your asks with ‘because…’ on your next sales call. While reading the book Influence by Dr. Robert Cialdini, I came across some...
Congrats, You Have All The Data You Wanted . . . Now How Will You Use It?
Data is a hot topic in the sales and marketing world. After all, how could you be a modern revenue leader without being ‘data-driven?’ Data...