4 Sales Team Weaknesses that Inhibit Revenue Growth
Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game.
Selling to Marketing: How to Grab the Attention (and Wallet) of a CMO
Learn from our very own CMO what it takes to successfully sell to marketers, especially on the executive end.
Maslow's Hierarchy of Needs (for Sales Development Structure)
In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.
You’re the New VP of Sales ... Now What?
A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
5 Ways to Double Down on Sales Enablement
... it was found that 9% of sales organizations had not considered customer journey alignment, while 35% had an informal alignment, but no real implementation. In total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.
The ABM Cookbook: 5 "Recipes" to Keep Sales Focused on Target Accounts
If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!
Agile Project Management for Sales Development
Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
How to Build a Successful Sales Team: VIDEO
Steven Bryerton explains how to structure a sales team to ensure you're getting the best out of all team members, in every role, all of the time.
How to Create a Customer Insight Report Your Whole Team Can Use
Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.