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 […]
Quick Links Who is Bryan Elsesser? The Most Important Sales Input: Cold Calling Stage 1: You’re Afraid to Pick Up the Phone Stage 2: Learning the Value Propositions Stage 3: Asking Questions Stage 4: Asking Questions the Right Way Stage 5: Scaling it All Back Stage 6: Finding a Balance What Happened to Email? Who […]
Increasing sales productivity is one of the most powerful growth levers that sales managers can use to scale their business. The more productive your reps are, the faster they’ll build lists of target prospects, create meaningful relationships, and close deals. But optimizing sales productivity isn’t as easy as implementing a new tool or hosting a […]
A well-structured sales prospecting process is vital to consistently closing deals. Unfortunately, most teams are still fighting off chaos at the very top of the funnel. So, how do you build a dependable prospecting strategy? We asked sales leaders from Gong, Outreach, and Aircall to tell us how they set their teams up for success […]
Compared to traditional landline phone systems, setting up voice over internet protocol (VoIP) service is much faster and simpler. Depending on which vendor and what features you choose, this setup can be completed in a matter of minutes. However, while the download and customization steps are nearly instant, other requirements might need to be met […]
Very few businesses can operate without a phone presence. Whether it’s for sales operations or customer support, brands need a way to communicate with their current and future clients. Voice over internet protocol (VoIP) providers offer businesses an affordable, modern, and more versatile alternative to classic landline phones, but questions of “reliability” create a hesitation […]
Editor’s note: The following is a guest post by noCRM’s Head of Marketing, and online acquisition expert, Marc Turbé. noCRM is a SaaS lead management solution with a focus on the next action. Quick Links Steps to Building Your Sales Workflow Step 1: Research Your Prospects Step 2: Connect Via Sales Call or Email Step 3: […]
Sales managers know that comprehensive onboarding and training programs are the best way to ensure new hires are ready to make meaningful contributions fast. Fundamental disciplines — like learning how to find quality prospects and how to use the team’s lead tracking software — are very important. But there are other, perhaps even more important skills that […]
Selling is an ancient profession, a useful skill, and a way of life. It also happens to be a lot of people’s first “real” job. This presents a real challenge for sales managers. In other industries, entry-level employees come prepared with applicable knowledge acquired via education or hobbies. Selling doesn’t fit this pattern though. Good […]
The phone system for modern business
