The Art of Schmoozing

Wine and dine, booze and schmooze… whatever you call it, showing your prospects a good time is, for many sales professionals, simply part of what it takes to seal a deal. But, just as different parts of the sales process – and indeed, different prospects themselves – require a customized approach, so does the “wine and dine” part of the process. Not all prospects will respond the same to your efforts, so taking a smart approach matters. Let’s talk about the core ways you can…Continue Reading “The Art of Schmoozing. It’s More Than a Suit & Tie”


Sales are sales… right? Well, not quite. The fundamentals may remain pretty much the same, but the realities of today’s top sales professionals are changing as rapidly as the technological landscape those professionals find themselves in. To get to the heart of what those changes look like – and what they mean for your team and your sales acceleration efforts – we drilled down to the numbers. Here are some sales acceleration stats that may surprise you. Or, maybe you have sensed these changes yourself….Continue Reading “Sales Acceleration Stats You Need to Know [Infographic]”

Sales Acceleration Has Evolved

Many of the traditional tenets of successful sales outreach hold true year after year – even decade after decade. Technology, though, has introduced a whole new dimension to the world of sales, which provides both challenges and opportunities for forward-thinking sales professionals. Marketing automation and sales CRM systems are two areas that have experienced massive growth in this realm. CRM software and systems are now widely used by organizations to help organize and curate sales efforts. They act as the core foundation behind more advanced…Continue Reading “How Sales Acceleration Has Evolved in One Short Year”

Leverage Email, Social and Warm Calling

Many sales strategies we practice today aren’t too different from sales strategies teams utilized 10, 20 or even 50 years ago. There’s a good reason for that: tried and true tactics for generating leads and making the sale can be extremely effective. As the saying goes, if it’s not broke, why fix it? Yet, while it’s true some sales strategies remain relatively consistent year over year, there’s no denying that technology has introduced a whole new set of challenges – and opportunities – when it…Continue Reading “How to Leverage Email, Social and Warm Calling for Outbound Sales”

Most Common Objections

Whether you’ve been working in sales for a week, a year, or a decade, you know that there are many instances when a prospect will object, for whatever reason, to moving forward with a sale. Some of these objections are legitimate, but many of them – even ones that might seem unsurmountable – might be conquered with the right approach. If you just smiled and hung up every time a prospect seemed reticent to move forward, you probably wouldn’t be doing much selling anyway! Knowing…Continue Reading “Your Prospect’s Most Common Objections & How to Conquer Them”

What to Include in Your Sales Voicemail

Leaving a perfect sales voicemail isn’t easy. You’re on the spot, being recorded, and it can easily become nerve-wracking if you overthink it. Sounding natural and unrehearsed is important, but attaining that natural, confident tenor usually comes with, well, practice! As more and more communication goes online and digital, and actual phone conversations decrease, it’s even more important today to leave a voicemail that will actually get your prospect to listen and perhaps even return your call. Here are some tips for how to leave…Continue Reading “What to Include in Your Sales Voicemail”

Sales Team is Wasting Time On

Sales is, in a lot of ways, a numbers game. The more qualified prospective leads you’re able to reach out to, the more conversions you’re likely to make. That’s an extremely simplified way of looking at it, but still, it’s fundamentally true. It’s numbers and speed. How many can you reach, and how quickly can you reach them? Your business’s success can hinge on the efficiency of your team. If your sales team is wasting time on efforts that don’t turn prospects into clients, or…Continue Reading “3 Things Your Sales Team is Wasting Time On”

increase inside sales

“Dispirited, unmotivated, unappreciated workers cannot compete in a highly competitive world.” As a sales leader, motivating and inspiring your inside sales team is a crucial component to your overall success. Fortunately, the following five tips will help increase inside sales by upping your team’s productivity and results. Gamification Believe it or not, gamification makes sales jobs competitive and fun, while increasing revenue. Using leaderboards and contests increases engagement and performance that transforms a standard sales job into a healthy competition where everyone wins. According to…Continue Reading “5 Ways to Increase Inside Sales”

Effective Communication to Accelerate the Sale

Move to the prospect’s side of the table, identify the problem, get involved in the solution, and your closing percentage will increase. Zig Ziglar, Secrets of Closing the Sale (1984) Today, closing the sale is still a fundamental key to success for the sales professional, even though the digital world has transformed the landscape of the sales profession. Closing is in effect asking for the sale using the art of persuasion, using effective communication to accelerate the sale. Salespeople have often been stereotyped as overly aggressive…Continue Reading “Closing – Effective Communication to Accelerate the Sale”


A primary role of sales leaders is to motivate their sales teams and improve their performance. As technology, data and science have now become primary drivers in the sales industry; these provide powerful tools to help improve motivation by increasing productivity, efficiency and perhaps the strongest of all – sales performance and results. Gamification technologies have been shown to be effective at improving the productivity of salespeople. Sales automation technologies offer the clear advantage of improving sales team efficiency. Sales acceleration technologies speed up the…Continue Reading “Three Technologies to Motivate Your Salespeople”