Sales people are treated a little different.
It’s no secret. When other teams are doing team building exercises, sales teams are having competitions and quota discussions. Sales reps are too often put in a culture that focuses on individual performance. But recent research from CEB suggests that...
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The salesforce.com blog is excited to be publishing a series of excerpts from Linda Richardson’s soon-to-be released book, Changing the Sales Conversation. The author is also the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement...
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What’s the goal of sales management? Leaving aside the obvious goal of having their team make quota, if we take a people-based approach, it’s this: to give sales people the tools and capability to self-correct their own performance.
To become self-correcting however, salespeople need to...
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In a recent webinar, Ken Krogue, Founder and President of InsideSales, and Derek Grant, Director of Sales at Pardot, joined forced to discuss how marketing and sales can work together to tackle the lead nurturing process. Together, the two teams have the power to shift lead nurturing into overdrive...
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There’s a lot of sales advice out there. Tips on how to find leads, build relationships, close deals, meet your quota, and so on and so forth, are everywhere. But who should you really listen to? We’ve cut through the noise to offer you words of wisdom from eleven true sales experts.
Here’s a...
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Nothing is more valuable than knowing what a prospect really wants. Fortunately, B2B marketers are growing increasingly adept at discovering intent and leveraging it to accelerate revenue. Analyzing Google AdWords keywords, specific page visits and content downloads are just a few of the ways that...
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With the Winter Games underway, olympic sports are on everyone’s mind, and as a sales manager, you may be feeling the stress of keeping your reps focused. However, in reality, you should welcome these exciting seasonal events. They provide the opportunity to introduce new contests and incentives...
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Online interactions continue to impact the way we do business -- and as we move more of ourselves online, we are also moving away from human interaction.
With mobile phones, tablets, cloud technology, and apps, we have access to information and customers wherever we are. And for the most part,...
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The same challenges are facing everyone: B2B sales are hard, and getting harder. And as hard as sales are, buying is even harder. Online research has not simplified or expedited the buyer’s journey. More people are engaged in the buying processes, more steps are involved, and the sheer...
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