In sales, there's a fine line between perseverance and pestering. In my experience, with the exception of prospects that are already in the sales cycle (Your “A” prospects), that line is usually drawn at once every four weeks. So given that you only have once every four weeks to make a direct...
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When I was in elementary school, I ran for student council president – against a boy. I lost the election by one vote – and it was my own. I lost the election for myself. If I had any advice to give to my younger self, it would be “Vote for yourself – always.”
To celebrate International Women’s...
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If you’re in sales, you’re probably pressed for time. And if you’re like most salespeople (61%, according to a Quotable study), you probably work even on weekends. So we’ll keep this short.
We took the “State of Sales” research — 60 pages of insights from over 3,000 global sales professionals — and...
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If you make your living by selling computer hardware, you’ve probably noticed that the world has changed. It used to be that the people who managed IT hardware in a big company—your buyer—had all the purchasing power, and their constituents in the line-of-business teams had no place else to get IT...
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It's difficult for companies to find one method of motivating every member of their sales teams. Great salespeople and average salespeople are motivated differently. But companies with engaged employees bring in an average 147 percent more earnings per share. So how do you find a way to keep every...
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Technology is evolving by the minute—and speeding up everything else along the way. So, the burning question on the mind of every good sales team: how do we not get left behind?
We have some ideas for you. Start by always looking at what your customer wants. In the Age of the Customer, expectations...
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What can you expect after purchasing CPQ—and how can you get ready for what comes next? As you finalize and plan your investment in CPQ software, you’ll also want to start preparing for a successful implementation project.
A lot of work went into your decision to find a Configure, Price, Quote...
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If you’re a thoughtful leader, then you’ve probably pondered this question before: Is your sales team performing like undefeated champs? Are there ways they could sell faster, smarter, and feel more empowered? In the second annual State of Sales report, we surveyed more than 3,000 sales teams to...
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When you’re just starting out, customer relationship management isn’t too big of a challenge. Your teams for business development, sales, account management and customer success will surely be busy, but they’re unlikely to feel overwhelmed by a high volume of important data points being pushed...
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