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”

How to Evaluate Weak Links in Your Sales Team

In today’s highly competitive sales industry, sales organizations and managers must focus on performance. Success by the individual sales team members translates into success for the organization. Management is able to measure results by various metrics and key performance indicators for the sales team members as well as the organization. However, there are both high performing and underperforming salespeople, just as there are high performing as well as underperforming sales organizations. Management is often presented with the task of evaluating weak links in the sales…Continue Reading “How to Evaluate Weak Links in Your Sales Team”

Sales Trends 2016

The 4th quarter is always a busy time of year with the hubbub of the holidays, travel, parties, and events. In the sales industry, it is also often a year-end push to meet quarterly or annual sales targets, frequently made even more difficult with prospects and customers themselves immersed in year-end activities. In today’s competitive, fast-paced sales environment with empowered buyers and lengthened purchase and sales cycles, actions taken in the 4th quarter are also determinative of incoming 1st quarter results and outcomes. The environment…Continue Reading “Sales Trends 2016: 4th Quarter is the New 1st Quarter”

Sales Acceleration Software: Essential

In the past, the sales profession has often been referred to as an “art,” an intuitive discipline rather than a science. Over the last decade, the industry has changed radically with developing technologies and data science – a dramatic shift in the relationship between the buyer and seller; the rise of the empowered, well educated and demanding buyer; and movement from traditional outbound to inbound marketing and sales. These developments have created very challenging sales environments. Sales acceleration technologies are the next wave to transform…Continue Reading “Sales Acceleration Software: Essential to Compete in 2016”

Achieve 4th Quarter Sales Goals

As year-end approaches, sales teams often face impending 4th Quarter sales goals. Certain industries may have traditionally strong sales in the last annual quarter, while in others sales may be more difficult and fall off. Buyers may have budgeted funds that need to be spent before year-end, or on the other hand that are already completely gone. The push to meet 4th Quarter sales targets can create anxiety. The mandate is to accelerate sales to close before year-end. When there is no time to procrastinate,…Continue Reading “Achieve 4th Quarter Sales Goals – Be Efficient and Effective”

call tracking and call monitoring software

One of the most important elements in the sales process is that of the sales call. The main reason for this being such a crucial stage is that it provides a great channel of immediate, one-on-one interaction with a customer. Whether it is a call to an existing customer or a call to a qualified lead, these calls are what help to solidify where a customer is in the sales life cycle. These calls not only result in possible sales, but they also provide a…Continue Reading “Creating A Call System With Call Tracking and Monitoring Software”

personas to accelerate sales

Buyers in today’s inbound marketing environment are empowered by the information readily available to them and control much of the purchase process. This necessitates marketers to get in front of potential buyers early on and to personalize the buying experience for them. The imperative is to “know your customer.” Marketers sometimes create ‘buyer personas,” an effective technique which allows them to understand, visualize and relate to potential customers and what influences their behavior. This in turn can guide marketing strategies and tactics to focus on…Continue Reading “Using Buyer Personas to Accelerate Sales”