It’s no secret that it’s a constant tug of war between sales and marketing on who owns teleprospecting. Who owns what part of the sales journey? What constitutes a qualified lead? What is the logical progression of a lead-turned-buyer? These are questions that both teams are asking and not...

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By: Brad Seaman On: December 22, 2015 In: News, Sales Performance Comments: 0

With the internet and other technology continuing to revolutionize the way we live, it’s no wonder that the way we do business continues to evolve. And it appears that the sales industry is among those leading the way. According to the U.S. Department of Labor statistics, the industry was...

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By: Brad Seaman On: December 17, 2015 In: Sales Performance, Sales Process, Sales Training Tips Comments: 0

We’re all guilty of it: When we’ve spent any time doing something — whether a job or a task, we’re likely to fall into a rut. Suddenly, you’re relying on the same routine to get the job done. It’s no different in the sales field. However, with the digital...

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When it comes to providing resources for our employees, U.S. companies don’t skimp when it comes to training their sales staff. They’re spending a whopping $20 billion a year on sales training, according to the American Society for Training and Development. But another report reveals that these companies are...

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By: Brad Seaman On: December 10, 2015 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s simple mathematics. If your sales reps can accomplish more in less time, you’ve significantly increased their potential to hit or exceed their sales goals. With advances in technology, it’s becoming increasingly possible to make that a reality. With sales enablement tools gaining popularity as one of the ways...

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By: Brad Seaman On: December 03, 2015 In: Lead Generation, Sales Performance Comments: 0

You’ve heard about the high costs of replacing a valuable employee. When it comes to a core sales rep, the average cost is even higher — $1 million in lost opportunity, productivity, and replacement expenses, according to Salesforce. To make matters worse, it can take another 6 to 12...

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