Blog Posts

Sales training snoozer

22

February

Is Sales Training Wasting Your Time?

Sales training is big business in the U.S. On average, organizations spend $5,000 annually on training each sales rep. On a larger scale, 94 percent of organizations invest in sales training, and U.S. companies spend a grand total of $20 billion a year.

When you consider the costs of sales training as well as the time investment, you have to ask, “Is it really worth it?” Here are some reasons why it’s often more trouble than it is worth, and how you can best prepare your sales staff without wasting time

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less-qualified leads

16

February

Some Tips on Dealing with Less-Qualified Leads

Marketing drums up excitement for your organization’s offerings, and this produces leads. Those leads flow down the pipeline to your sales team, which then works on the close. In a perfect world, every lead sent down the pipeline would be super qualified. In the real world, not so much.

That’s not to say that the battle’s already lost though – your sales team can still work with less-qualified leads, it just takes a little more effort. The important thing is not to throw the baby out with the bathwater. Dig a little

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sales coach

08

February

How to Be a Great Sales Coach

To be a great sales manager you have to wear many hats. Whether you like it or not, one of those hats should identify you as the sales coach. Coaching a sales team can be an arduous job at times – and getting the most from your reps is often easier said than done. You’ve got to manage multiple personalities and bend your behavior to meet the needs of your team.

Despite those and other inconveniences, studies have found that effective sales coaching can have a monumental impact on operations and significantly increase

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Save_Time_CPQ

03

February

Time-Saving Tips to Increase Sales Efficiency

You can tell your reps that time is money until you’re blue in the face, but that advice won’t do them a bit of good without a base of reference for time saving tips, tricks and tools. It’s likely that your team already knows that improved sales efficiency is the fastest way to sell more, but do they have a clue – let alone a plan – how to do so?

Here are some tips you can relay to your salespeople starting today to help them achieve maximum sales efficiency in the

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EExcel configurator limitations

31

January

Beyond Spreadsheets: Redressing 5 Excel Configurator Limitations

Over my time in the business world, I’ve come to recognize a common problem plaguing organizations from every industry. To the untrained eye, the problem can be hard to spot in its early stages. Simply put, at some point in every company’s life, spreadsheets begin to fail as a solution for organizing and managing business processes. Here specifically, I wish to discuss Excel configurator limitations.

Don’t get me wrong – Excel has served many companies well since its conception more than 30 years ago and continues to be useful for purposes spanning organizational management, finances

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Internet of sales

21

January

The Internet of Sales: How IoT Will Improve Sales Agility

The Internet of Things, or IoT, is more than just a catchy buzzword to describe the connectivity between electronics, software and sensors – it’s a phenomenon that’s changing the way the world works, how data is shared and – sales agility. Yep, you read that right. The Internet of Things is a sales agility game changer.

To put some perspective on IoT, there were 4.9 billion connected “things” in 2015. But by 2020, experts predict, “The number of Internet-connected things will reach or even exceed 50 billion.”

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Sales conference

18

January

The Top 5 2016 Sales Talent Management Conferences

With a new year comes new goals, new ambitions and the desire to take your sales from pretty good to epic. After all, success is all about keeping your foot on the gas pedal and striving to take things to next level. There are three basic ways that any company can make or break the ranks of Tier Epic:

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Sales tools

10

January

7 Automation Tools for Smarter Sales

“Technology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important.” – Bill Gates

At the end of the day, smarter sales go a long way towards better sales. No piece of technology is going to turn your sales reps into great performers. That’s up to them. But arming them with the best possible sales intelligence puts their abilities and ambitions in position to shine through.

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Risk management

06

January

Minimizing the Risk of a CPQ Solution

You’re implementing a CPQ solution, and everything is going great. The coordination between your sales reps and marketing team is seamless – and customers have never been happier with your product/service.

But pump the brakes. What may seem like calm and peaceful waters right now can quickly turn into stormy seas when unexpected curveballs come your way. Although a top CPQ solution makes operations more efficient and increases productivity, there are certain risks you need to be aware of.

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Sales engagement strategy

04

January

3 Decision Makers to Target for Improved Sales Engagement

Your sales rep is killing it with his or her most recent prospect. The contact loves your product/service and can’t wait to get started. You sales engagement strategy is about to pay off. It’s as good as a done deal according to your rep… but then it falls apart.

What happened? Turns out the decision maker that was on your side wasn’t the only decision maker that needed convincing. They never are.

One of the most important aspects of sales engagement is reaching key decision makers who hold sway and can pull

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