A ton of people ask me on a regular basis whether or not
they should even leave voicemails any more since they almost never get a call
back. My response is yes – as long as they are good ones. If you’re leaving
‘touching base’ and ‘checking in’ voicemails then don’t waste your time or...
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Unfortunately, CRM systems are too often conceived and implemented with little or no consideration given to how sales reps will use them, much less how they could be configured to deliver the kind of value that would encourage reps to use them.
We have identified four reasons sales reps are often...
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When account planning at Salesforce
we work to balance the territories among our sales representatives. This way we cover all the gaps,
maintain a high morale, and ultimately drive more wins.
Cover the gaps – to help develop
your team
Our balancing act starts with...
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William Tyree is CMO of RingDNA
Conventional wisdom holds that revenue-per-sales-rep is the only metric that ultimately matters in sales management. But sales process optimization is all about identifying key strengths and coalescing your team into an efficient selling machine. In other words,...
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I don’t know of a sales organization anywhere that isn’t
scrambling to find an edge to help them drive more business and close more
deals in today’s highly uncertain economy. Everyone I know is pulling out all
the stops and working harder. That certainly goes with the territory these
days, but I’m...
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Wendy
Weiss, The Queen of Cold Calling™, is a keynote speaker at this year’s
Data.com Connect Annual
Rainmaker Event.
In the 20+ years that I have
been working with sales professionals one of the biggest mistakes I see over
and over and over again are sales professionals that spend far too...
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Starting and growing a business can be equal parts
exhilarating and stressful. On the one hand, there is no feeling like being
your own boss, but on the other, there is no bigger stresser than knowing that
failure has a considerable personal cost.
In order to give you a hand in this...
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Sales is the lifeblood of any company, and yet too many
companies still can’t honestly say they have a good handle on what is going on
with their sales teams most of the time. The problem is especially troubling
when it comes to high dollar/high value complex deals with enterprise clients....
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Most sales managers rely on two key tools to monitor sales rep
productivity: pipeline and forecasting. However, highly effective sales
managers understand that there is a difference between the two. Forecasting is
focused on later stage deals – the ones that are far enough along that you can
begin...
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