With unprecedented access to information at their fingertips at all times, customers are now in complete control of their buying journeys — browsing, communicating, and purchasing wherever and whenever they desire. The sum of this shift doesn’t merely amount to a highly-informed customer base that...
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You can’t manage salespeople around revenue.
There, I said it.
Before you decide I’m crazy, take a look at this Harvard Business Review article explaining that 83% of metrics used on sales dashboards are unmanageable, including revenue.
This data comes from researchers at Vantage Point Performance,...
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There are two words you may be sick of hearing by now; “Mobile” and “Video.” It’s no secret that mobile video is now one of the most vital media touch points. It has officially opened up a new door for businesses to not just reach consumers, but other businesses as well. Video itself has found...
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You’ve heard of street smarts and book smarts. But is your company sales smart? If you’re like most organizations, the answer is probably “not really.” Sales teams face two perennial problems. No matter their industries or how large their companies, most lack a properly implemented training regimen...
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A lot of people look forward to this time of year, with the start of holiday festivities, time with family and friends, and the thrill of upcoming vacations. But for sales, it can be hectic and stressful, with immense pressure to over-perform. Indeed, Q4 is the final chance to hit quota and...
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Social selling is not a new concept, and for many, it’s a worthwhile channel for finding new leads, connecting with prospects, and more.
We recently polled our blog audience to find out which social networks they’ve found to be most effective for sales prospecting – and here are the results:
No...
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There’s nothing like a little competition to motivate a sales teams — or anyone, for that matter.
One of my role models, Teach for All co-founder and CEO Wendy Kopp, described in The Wall Street Journal how competition drove innovation during the world’s space race. Would Neil Armstrong and Buzz...
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Expressing gratitude has been proven to improve our physical and mental health, increase our empathy toward others, and lower aggression. People who write in a gratitude journal even sleep better, according to a study in Applied Psychology: Health and Well-Being.
This is the perfect week to take a...
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SaaS companies are about to unleash technologies that will permanently disrupt the way we do business.
Imagine that your new iPhone suddenly develops a glitch. The screen freezes and the factory reset is not responding. It’s a frustrating scenario. You need your phone for your daily job, and you...
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