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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How’s your pipeline? As you already know, generating high-quality leads is among your top concerns and, sometimes, toughest challenge in B2B sales. And, more than likely, you’re aware of the importance of creating content and building relationships with your customers. But if your results have been sluggish lately, take...

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Creating webinars is a powerful way to stay ahead of the competition in B2B sales. Multiple studies have proven that webinars are effective and more companies than ever are incorporating them into their marketing campaigns. According to a survey from Demand Gen Report, 62 percent of US B2B marketers...

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More than likely, you’re already familiar with most of the business-as-usual B2B sales strategies. Now it’s time to incorporate new digital strategies if you want to keep up with and surpass the competition. Sometimes change is tough; people like using the tactics they are comfortable with. However, with the...

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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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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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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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It may be hard to believe, but it’s been 80 years since Dale Carnegie originally published the bestselling book “How to Win Friends and Influence People.” For anyone in corporate America at the time — sales teams included, this gem was a must-read. Among other things, Carnegie’s book promised...

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