by Meredith Buckley | Feb 11, 2022 | General, Sales Management
Lead qualification is one of the most critical elements in the sales process. Without proper qualification, reps burn unnecessary cycles with prospects who may have no true ability or need to purchase a product or service. In some sales processes, the SDR’s are...
by Meredith Buckley | Nov 15, 2021 | Sales Management
Top 10 Tips for Running a Flawless Sales Kickoff (updated November 15, 2021) It’s time to start planning for the big 2022 kickoff! Whether your company does a sales kickoff, a company-wide Kickoff or a combination of both, planning is critical to its...
by Tom Dunn | Nov 21, 2019 | Prospecting, Sales Management
Sales Efficiency vs. Sales Effectiveness 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 and effort” Which is more...
by Mike Scher | Oct 22, 2019 | Featured, Sales Management
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 at each other and start running in the opposite direction. After about 2 minutes, Chris stops and drops his backpack. He...
by Meredith Buckley | Oct 18, 2019 | Sales Management, Tips & Tricks
Football season is here! Most diehard football fans know that are the great lessons from the game that apply to situations in real life. For instance, the strategy and preparation in football can certainly be applied to the dynamics of your sales job. But how does...
by Jason Stone | Oct 17, 2019 | Sales Management
“Practice makes perfect,” they say as you grow up with a ball in your hand or instrument at your feet. That same theory held true with sales when you entered the working world. In the early 1950s, Kaizen – a word derived from the Japanese words Kai (improvement) and...
