Just as in basketball, the top players on your sales team wouldn’t be able to perform their best without support players backing them up. And, according to research by consulting company McKinsey, about half of the people in top-performing sales teams are in support roles. McKinsey analyzed sales data...

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Using social media to gain traction in B2B sales doesn’t need to be limited to LinkedIn and Facebook. In our last post, we offered 3 of 5 tips to get you started on using Twitter to boost your network. With more than 300 million active monthly users, Twitter can...

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When it comes to using social media for business sales, most people automatically think of LinkedIn and Facebook. If you haven’t already, consider adding Twitter to the mix. Twitter, which has more than 300 million active monthly users, can open the door to plenty of potential contacts, business insights,...

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It’s no surprise that each day more and more consumers of all ages are heading to the Internet to do their shopping. It’s no wonder that B2B buyers are going there too. Actually, 94 percent of B2B buyers are making their purchase decisions after doing research online, according to...

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It’s no secret that most sales reps hate cold calling. It’s probably their least favorite task. Why is it so painful? Here are three common pains that hinder B2B phone prospecting: It’s inefficient. Traditional cold calling takes time, limiting reps to only 47 calls a day, on average. It’s...

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We live in a world where we see plenty of “Blank-as-a-Service” technologies developed for every industry, function, department, etc., and sales is no stranger to its fair share of sales technologies that are designed to help your sales team close faster. While many help alleviate pain in the proposal...

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By: Brad Seaman On: April 21, 2016 In: Sales Process, Sales Training, Sales Training Tips Comments: 0

With technology upending the B2B sales industry, it’s apparent that the one trait all sales reps need is the ability to adapt. Prospective customers have gone rogue for the most part — eliminating the need for a sales rep throughout the majority of the sales process. As a survey...

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When producing content to help your company win sales, more than likely you’re looking to your marketing team to handle the bulk of those responsibilities. Perhaps, you should be looking to your sales team instead. Well, at least, as part of a collaborative effort. According to a study by...

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Whether you adhere to Malcolm Gladwell’s highly touted 10,000-hour rule, believing it’s the key to gaining expertise in any particular area, pretty much everyone can agree that regularly practicing a series of good habits can eventually hand you the tools to be successful. While the 10,000 rule has recently...

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OK, so how’s your pipeline? It’s a question that every sales rep encounters on a regular basis, whether they’re uttering that question to themselves during a moment of self-reflection or they’re hearing it from their manager. Having a healthy pipeline is essential to any successful sales strategy. But just...

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