Sales collateral



5 Quick Wins: Building Sales Collateral Through Enablement

What do you do around here?

It seems like an obvious question to answer, but surprisingly, 25% of sales reps report they see slight to no known contribution from sales enablement.

As a sales manager, you are judged not only by the success of your team but on the improvements you make to the entire organization as time goes on. Often this will mean enabling others to their jobs better.

Ultimately, sales are about persuasion and persuasion is about making a strong case. Without evidence, even the most persuasive people are hard-pressed to

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Deal value



How to Offer the Best Deal Value, Not the Lowest Price

It’s a matter of psychology as much as it is a matter of business – mostly though, it’s a matter of the quality of your product/service. The fact is that there’s a world of difference between price and deal value. Let me explain.

Every sales rep’s heard it – those words from a customer asking for a better deal. In some cases, your rep and a competitor might be working on the same prospect. That’s when the rep might hear something along the lines of, “So-and-so promised me this price. Beat that

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Sales Ops



How Sales Ops Can Step Out Of IT’s Shadow

You don’t want anyone confusing you with the IT department and you definitely don’t want anyone thinking someone in the IT department can do your job.

The value you bring to sales ops and the solutions you’ve implemented should be immediately apparent to your team and your company – not just for the sake of your own job security but because you should be improving the company’s sales activities.

Sales technology keeps ramping up. So much so that you keep finding yourself parked in front of the computer dealing with it. You should be overseeing

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Inside sales



Top 5 Inside Sales Business Strategies You Should Focus On

With only a month or a quarter to meet and surpass their quota, sales doesn’t have the time that other departments do to show improved results. That means that sales managers are usually laser-focused when it comes to improving their business processes and implementing best practice strategies.

A recent Aberdeen study discovered the top inside sales business strategies used to identify and convert optimized opportunities. Here are five strategies that came up tops:


<< Speed Counts. More Sales Means More Revenue. Learn How You Can Up Your Sales Velocity! >>


1: Grow Your Sales Pipeline

The study

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How to Conduct a Sales Forecast Review with Your Rep

Do you engage in regular forecast reviews with your sales reps? If not, you’re not alone. Only 67% of sales managers do.

Meeting with your reps on a regular basis can not only help them understand what obstacles they are up against, but engaging in these discussions can also help them hit their quotas month after month.

It’s time to get with the program.


<< Speed Counts. More Sales Means More Revenue. Learn How You Can Up Your Sales Velocity! >>


Here are a few points to consider to help you see the importance

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How Is Content Fueling Your Sales Enablement?

Regardless of whether we’re managers, consultants, etc., we’re all salespeople at heart. Give us a prospect that needs to be sold to, and we’re going to want to pick up the phone or set up a meeting and talk to them.

As hard as it is to admit, simply talking isn’t going to push a sale over the finish line. In today’s sales environment, you need content. Proposals, quotes, price sheets, white papers and other sales collateral need to be leveraged so your message can get passed around the company and

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Guided selling



The Art of Guided Selling

In a perfect world, every sales member on your team would know exactly what to say and how to say it in order to convince prospects to buy the products and services that are ideal for their needs. Even brand new sales reps would know how to persuade hard-to-reach prospects, winning deals with the ease of seasoned pros.

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The Difference Between Sales Performance and Sales Operations

Let me know if this sounds familiar:

Half of your sales team ends up making quota – even though the rest didn’t, the numbers posted looked good enough to call the quarter a success (at least on paper).

Does that mean your organization is succeeding at sales operations? Just because your sales performance is successful doesn’t mean your sales operations are successful.


<< Speed Counts. More Sales Means More Revenue.
Learn How You Can Up Your Sales Velocity! >>


Those numbers aren’t a hypothetical, either. According to a recent study, 44% of salespeople end up

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Sales leaderboard



5 Metrics that Should be on Every Sales Leaderboard

Many of the sales managers I work with admit to obsessing over sales leaderboard stats. They spend hours each week analyzing results, using these numbers to try to instill within their team the competitive spirit required to increase sales.

Of course, I understand why numbers and charts mesmerize sales managers. Your leaderboards track some seductive metrics… things like who’s meeting or exceeding their quotas… who’s jumped ahead on dials per day… who’s crushing the competition on average deal size.


<< Speed Counts. More Sales Means More Revenue.
Learn How You Can Up Your Sales Velocity! >>


The funny thing about

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The 3 Stages of Sales Operations Maturity

Congratulations, your sales organization is growing. But is it maturing?

Unfortunately, too many growing organizations repeat the exact same sales processes in greater volume – simply going from one rep making calls to many. Without moving towards greater sales operations maturity, an organization can never evolve – handcuffing its potential to enter more competitive markets and explore new corporate horizons.

It’s the job of sales operations to make sure the organization’s tools, processes and goals mature as the team grows. In my experience, sales organizations go through three stages of sales operations maturity. In each

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