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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By: Brad Seaman On: May 31, 2016 In: Sales Performance, Sales Performance Trends Comments: 0

Hiring the right people for your sales team is critical to your ability to keep your company growing. That’s why sales managers are constantly trying to groom their current team — or hire replacements for underperformers — by analyzing what it takes to be a top-performing sales rep. It appears...

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The B2B marketing strategies that seem to be working for you today could very well completely falter in a couple of tomorrows. With innovative technologies being introduced daily, consumers will continue to change their habits. And you don’t want to be the sales team that’s trying to catch up....

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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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Are you prepared for the shift from physical to digital in the B2B sales industry? According to a recent Bain & Company survey, only 12 percent of large technology or industrial companies are. Buying and selling cycles are becoming separate entities due to the large amount of information available...

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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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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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Understanding your sales team and how they work is imperative to ensuring you provide them with what they need to succeed. Understanding the mind of a sales manager is even more important. Mindflash created this interesting infographic on the “Mysterious Mind of a Sales Manager”, where they graphically depict the...

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With the emergence of so many changes in technology and consumer behavior, the traditional sales model of cold calling surely must be dead. Right? Not necessarily. Approaching prospects at the right time in their buyer’s journey could provide you with an advantage over your competitors. Step one in this...

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