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 […]
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 […]
A good sales onboarding process prepares new hires for the expectations and workload of a successful career in sales with your organization. It’s during this program that they’ll learn how to work within the system you’ve created. New employees will discover how to use your sales software, connect with ideal customer profiles, and deliver an […]
Selling is a paradoxical profession. It’s always changing but it’s also staying the same. For managers, that means balancing sales training techniques to promote both time-tested methods and promising new approaches. This guide will cover the strategies, tips, and structures you’ll need to keep your full sales team engaged, prepared, and poised to win deals. […]
Sales managers can discover recipes for a well-rounded sales onboarding program pretty easily, but knowing if those efforts have truly been effective is harder. On one hand, you can look at metrics. Are new sales representatives hitting their targets? But even if they’re reaching monthly quotas, is their approach efficient and sustainable? And then there’s […]
The most important part of any relationship is the beginning. This is especially true when companies battle to attract and retain top talent. Onboarding plays a crucial role in first impressions, as well as the productivity and long-term happiness of employees within an organization. But even talented sales candidates can turn into liabilities if their […]
Consultative selling, also known as needs-based selling, is a sales tactic in which the seller acts primarily as an advisor, focused on helping a prospect solve one or more critical business issues. The ideal conclusion to the conversation, of course, is that the prospect decides the seller’s product or service is the best path to […]
These days, sales representatives must possess a wide range of proficiencies in order to excel in the field. In addition to being product experts, market researchers, and charismatic spokespeople, they also have to be curious students and empathetic counselors. Learning and listening are, therefore, two of the most important soft skills any sales professional can […]
When you get down to it, sales is all about persuasion. How can I convince the decision maker to act on the offer I’m presenting? And like it or not, a big part of being persuasive is crafting the correct image. In the context of a salesperson, this means dressing, acting, and most importantly, sounding […]
The phone system for modern business
