The bad news: 68% of a sales rep’s time is spent not selling.
The good news: Many minor tasks eating up salespeople’s time can be automated, streamlined, or simplified.
In a new e-book from Salesforce, 5 Secrets of the Most Productive Salespeople, we explain how sales reps can take back their time...
Read More
There's a saying in baseball: You'll never get to second if you don't take your foot off first. Winning the game means taking risks—in sports and in sales. Salespeople will never win deals unless they try a new approach, something their competitors aren’t already doing.
If you're a sales leader...
Read More
I’ve been a huge fan of the company/service Uber since it came out. The taxi industry is a miserable industry and has been for a long time. It’s completely demand-based and there is no recourse for bad service. If they don’t want to pick you up they don’t have to, and if they give you crappy...
Read More
The primary outcome of research for our book, Cracking the Sales Management Code, was the discovery that sales managers can only manage the activities of their salespeople. They can’t manage their sellers’ revenue. They can’t manage whether or not customers buy from their salespeople. In short,...
Read More
One of the common themes in conversations we’re having with business executives is how different things are today than they were 1, 3, or 5 years ago. Many say that sales which used to come predictably and quickly are now less predictable and taking twice as long to close.
In response, firms...
Read More
Although figures vary, it’s widely agreed that it costs businesses more to get new customers than to keep their existing ones. But, organizations often neglect to nurture their account base in lieu of pursuing new opportunities.
Improving customer retention needs to be a top priority, and it...
Read More
Selling in today’s B2B world is more complex than ever before. The number of stakeholders involved in any one deal now averages at 5.4, while reps must also consider factors like deal size, sales stage, competitor positioning, geography, financial terms, and use case. With so many variables, reps...
Read More
In the past, marketing and sales teams were on visiting terms. They would interact at planning sessions, annual meetings, and quarterly reviews — or perhaps in the event that a marketing campaign was driven by a sales perspective. But other than these encounters, they operated independently of each...
Read More
Sales leaders have a wide scope of responsibilities, ranging from hiring, to hitting a quota, to assisting their team close deals. But in order to successfully do all of these critical functions well, you have to develop your team of sales reps.
On a recent Series Pass webcast, author of...
Read More
