The sales industry has gone through a dramatic transformation over the past decade. Advancements in digital and computing technologies have enabled informed buyers to exercise more control in the buyer-seller relationship. In addition, marketing and sales has moved more and more from a traditional outbound format to an inbound model. An industry that had been considered an intuitive art has been driven more and more toward technology, data and science, bringing significant efficiencies and automation. This kind of analytics has not only helped in managing…Continue Reading “A Structured Sales Process for Greater Success”

Voicemail Best Practices

Leaving a voicemail may seem like a repetitive task that rarely sees results. If your sales team can focus and improve upon the strategic tips below, your team will quickly notice a positive impact on the rate at which potential customers engage with your brand and return missed calls. Implementing tactics that capture undivided attention and ensure a high-quality message will allow your sales team’s voicemail strategy to become significantly more effective, leading to higher close and response rates. Set the Tone To clarify the…Continue Reading “Voicemail Best Practices”

The Psychology Behind Consumer Decision Making

Consumers now have easy access to extensive amounts of information to be better informed which influences their buying decisions. Once a consumer has become a prospect, a marketer’s goal is to assist them through the sales cycle so the prospect can actually make the decision to purchase the product or service. Traditionally, many companies envisioned consumers as price-sensitive and therefore would focus their marketing and sales strategies mostly on prices. However, consumers are much smarter and more complex now more than ever, and consequently, companies…Continue Reading “Part 1: The Psychology Behind Consumer Decision Making”

Outsourcing Appointment Setting

Appointment setting is crucial for sales organizations that rely on leads and a key element of their success. The sales cycle still involves suspects becoming prospects and prospects becoming leads. A critical step in the process of then converting those leads into actual customers is the sales appointment. The sale comes only after the sales appointment is set with the right decision maker. The tone, style, and information conveyed in the setting of the appointment may create the first impression of the company and its…Continue Reading “Benefits of Outsourcing Appointment Setting”


Digital information technology and the Internet have dramatically altered the landscape of the sales industry, changing the relationship between buyers and sellers. Buyers are much more in control of the purchase process, researching independently, more informed and more demanding – shifting the industry toward inbound marketing and sales from traditional outbound sales models and creating significant challenges for sellers. In order to meet the challenges of this new environment, more and more of the sales industry has embraced developing technologies and data science. Enterprises that…Continue Reading “Sales Acceleration: It’s not a matter of if, but when!”


Behavior during gameplay can tell a lot about a person. Silent Sally may prove to be not so coy in a riveting round of trivia while Laughing Larry may surprise you with how focused and serious he can become under pressure. Playing games can bring out the best and worst in people, but as a team-motivating strategy, its benefits are unparalleled. Gamification, or the integration of game mechanics in game-irrelevant areas, is gaining more traction in the professional arena as its positive effects on productivity…Continue Reading “Gamification: The Future of Workplace Motivation”

mistakes sales people make

Sales is a rewarding profession if you can adopt the right habits. Sales careers are most often fast-paced, offer continual challenges and gratification, and provide the opportunity to make a direct impact on individual income. It is an exciting profession for people who have the right skill sets and can handle a variety of situations. A few turn out to be super salespersons, while many often fail. Below is the list of mistakes salespeople commit and the ways to rectify them. Mistake #1: Rationalization of sales…Continue Reading “5 mistakes salespeople make and how to avoid them”

Gamification – Applications in the Workplace

There has been much discussion in recent years about the rapid growth of businesses and other organizations using “gamification” or the application of digital game design techniques to non-game contexts. Gamification helps to cut the boredom and induce a competitive spree among the employees and the users enhancing the output of processes. These techniques are being used across a broad range of applications to achieve a variety of goals. Human-Focused Design Yu Kai Chou, who has lectured at Stanford University and in Ted Talks, describes…Continue Reading “Gamification – Applications in the Workplace”

2016's Best New Apps on Salesforce App Exchange

Salesforce is a veritable behemoth of knowledge, resources, and tools for sales teams and individual sales professionals, and their AppExchange is no exception. With nearly 3,000 apps on the exchange, sorting through them all and weeding out the wheat from the chaff is no small task. To make your life a bit easier, we’re sharing our take on the exchange’s best apps for sales professionals, including some insight into what makes these apps better from the rest. These are widely used by the sales professionals…Continue Reading “2016’s Best New Apps on Salesforce App Exchange”

Sales KPI

Determining your key performance indicators (KPIs) can be one of the most important things you do as a sales leader. These are the operating metrics to run your sales organization. But before we jump into defining your sales KPIs, we have to make an important distinction between two measurements: metrics and activities. A metric is a lagging indicator. Some examples include revenue, close rate, deal size and sales cycle length. These tell you what has already happened and how well you’re doing. Activities, on the…Continue Reading “5 Steps for Identifying Sales KPIs That Matter”