Gradually, businesses have made a shift toward using distributed teams and remote teams, and with good reason. In the interest of efficiency and smart business, many companies are bucking the traditional business models where all their employees commute to a physical office every day. With the onset of the pandemic, out of sheer necessity, many […]
If your B2B sales have hit a slump, it’s time to evaluate your B2B sales strategy and give it a makeover. The unique characteristics of B2B sales call for different sales strategies than B2C sales strategies. Also, B2B sales strategies are different than those of the past. B2B sales are typically larger than B2C sales […]
Today’s companies can only be successful when they’ve made a commitment to sales and marketing alignment. In B2B sales, your marketing and sales departments are intrinsically connected. In a perfect sales world, they have empathy for each other, and they have a strong appreciation for the other’s knowledge and expertise. Successful practices for B2B sales […]
The transition from onsite office hardware to cloud-based software products has many advantages for modern business operations. Online tools are cheaper to operate than their on-site counterparts and offer companies more flexibility in terms of work schedules and staffing. Luckily, these benefits aren’t limited to for-profit businesses looking to stage fast and furious IPOs. Because […]
Working from home is no longer a luxury for the modern business. Whether by choice (to attract talent) or necessity (responding to a global pandemic), businesses across the globe are quickly adopting flexible remote work policies for their employees. For companies that have already embraced collaborative technology to connect their employees and customers, shifting to […]
Is your sales pipeline not converting? Are prospects ghosting your AEs? Are deals falling just short of the finish line? It’s easy to point fingers and say that one team or individual is to blame when a prospective customer leaves the sales funnel, but the reality is everyone in your sales organization has a role […]
There’s a moment in every sales transaction, which — I promise you — nobody will ever stop talking about. If it goes well, it’ll strengthen teams like nothing else. If it goes badly… well, fingers will be pointed. We’re talking about the phase when a prospect changes hands from the SDR to the Account […]
I’m lucky enough to be at a fast-growing software company that’s made building its sales team a top priority. Aside from training new reps to become rockstars at their craft, I spend a lot of time interviewing candidates and deciding who will be a good fit for the role. I’m happy to say that […]
A lot of sales teams think about quotas as some kind of ideal that each rep should aspire to. This is totally wrong. Quotas aren’t a goal, they’re a business calculation. Budgets, hiring, and board presentations depend on these numbers being accurate. This means that quotas are a necessity, and I make it very […]
The phone system for modern business
