There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). In B2B Sales, the customers are other businesses. All types share the common need to help the client acquire better results or buy something they need. But each type has a different…...
Cold Texting for Sales: Do’s, Don’ts, Tips (& Should You Do It?)
Have you ever received a text message from a stranger trying to sell you something? Who am I kidding, we all have... that’s cold texting, and it doesn’t necessarily have a positive connotation. Read the full article at: blog.close.com...
The Complete Guide to Sales Development
The business case for sales development is built on flawless logic and verified by market data. It’s a lot better to sell to qualified prospects than to try your luck on a complete stranger. The more time your closers spend taking moonshots, the less sales they actually make. That’s why…...
Should You Screen Applicant Social Media Profiles?
Companies hiring are always looking for a way to get an edge on the competition. One of the best ways to do this is by screening applicants’ social media profiles before extending them an offer, but some question whether they should be doing it. In short, they should — but…...
A complete guide to business operations
Business operations mean wildly different things for each organization whether they’re a small business or enterprise. But no matter what it entails for specific companies, one thing is true: the sum of all your operations keeps your business running. And the simplest way to improve your business is by working…...
Sales Motivation: 18 Tips to Keep Your Salespeople & Team Happy
It’s a no-brainer that motivated sales teams enjoy their work more and do their work better, resulting in a healthier bottom line. However, achieving this doesn’t come from cracking jokes all day (What’s the best way to stay happy at work? Take longer vacations!) and expecting morale to be high.…...
Why Sales Reps Must Stop Trying To Create Urgency
One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be…...
31 Inspirational Quotes to Motivate Your Sales Team this Month
It's the beginning of the month. You're ready to help your team crush their sales goals. Sometimes they need a reminder of why they love what they do or a little help to boost their morale after a lost sale. Well, there are many things you can do to help…...
Complexity Bias, Occam’s Razor & Your Sales Process
Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it.To understand…...
How to Level Up Your Social Selling Strategy
Millennials and Gen-Zs are officially the largest global consumer group. What do most (if not all) of them have in common? Their deep passion for social media. Businesses that understand this are rapidly shifting how they engage with customers. Sure, emails and calls remain highly effective, but there's a new…...
Sales coaching: How to coach reps to succeed in 2023
High-impact sales companies rank at the top of the list for many reasons, but one of their most enviable traits is that over 75 percent of their reps achieve quota. Meanwhile, companies in the mid- or low-impact range may be struggling to reach even 25 percent quota attainment. If you’re one of the hundreds…...
How to Approach Setting Realistic Sales Goals in 2023
Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let us clarify that they need to be both meaningful, with a focus on hard, not vanity metrics. They also must be realistic to your industry, region, market,…...
15 New Year’s Resolutions for sales managers and entrepreneurs
With 2023 being just a couple of days away, it’s time to make a list of New Year’s resolutions. Do you want to close more deals next year? Do you want to spend less time on manual tasks? Do you want to become an industry leads and a recognized expert?…...
Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed
Most business leaders have grown accustomed to the comforting concept of “normal” market conditions. Today, when these leaders talk about the “new normal,” they are usually talking about the anticipated return to something closely resembling previous market conditions – a predictable status quo that will allow them to focus on…...
8 strategic tips on how to sustain a high-performing sales team
In sales, you are only as good as your last deal. Every day, week, month, or quarter is a fresh start where, once again, your team needs to gear up and deliver. Great sales leaders are able to push or pull a team whether they are at 120% or at…...
What to Expect of Great Sales Leadership
“How do I build a great sales culture at my company?” I get that question often from small business owners. And what I always share is that it starts with your leaders. When hiring for sales leadership roles, you have to think well beyond just promoting an experienced account executive…...
