What is “Smarketing” and How to Do It Right
What is Smarketing? Business strategies are regularly tweaked and shifted in an attempt to find a smart marketing and sales balance. If the two departments are in sync, then the…
10 Questions SDRs Are Afraid to Ask Their Boss
Sales can be a stressful game. It’s an career that requires effective communication, efficient research, the ability to face rejection, and the confidence to pursue and follow up. It means…
New Year’s Quotes from Sales Industry Influencers
New year, new outlook, new goals. As a salesperson, now is the ideal time to reflect and reassess – and light a fire within to become the best seller you…
50 Sales Questions to Ask a Prospect
The key to success in sales is asking the right questions, whether you’re getting your foot in the door or trying to reach the top decision-maker. Before you make contact,…
Pitfalls of the Hybrid Sales Organization
Are your salespeople responsible for both pipeline development and closing deals? If so, you’re likely implementing the hybrid sales approach. This structure is typically adopted by smaller companies due to…
Sales Efficiency vs. Sales Effectiveness: Which is More Important?
effectiveness: noun “the degree to which something is successful in producing a desired result; success” efficiency: noun “the ability to accomplish or produce something with a minimum amount of time…
Don’t Neglect Your “Zombie” Sales Leads. They Can Come Back to Life!
In a mature B2B sales operation, Marketing and Sales have to communicate with each other. Part of that communication is to invent an internal language specifically designed to identify the treatment of prospects…
Are you a “97 Percent-er” . . .
Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look…
How Bad Sales Behavior is Killing Our Profession
The job of sales people has become increasingly difficult. Buyers are inundated with emails, calls, social media posts and piles of content marketing—and buying is so complex that indecision has…
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