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Sales Training is a Line, Not a Dot
Sales Training is a Line, Not a Dot

Sales reps are critical to the success of any business, but especially fast-growing B2B sales organizations. In today's selling space, where the sales process is more complex and a purchase decision requires consensus from multiple stakeholders, it's important for your sales team to be experts on...

marketing metrics
3 Metrics that Sales-Focused Content Marketers Need

There’s been increased attention on content marketing’s impact on the bottom of the funnel. After all, today’s marketers take a ‘total funnel’ approach, and aren’t satisfied with simply throwing leads over the wall and hoping sales can sort them out. That’s why content marketers need to be...

How to Leverage Sales Efficiency and Sales Effectiveness
How to Leverage Sales Efficiency and Sales Effectiveness

“Efficiency is doing things right; effectiveness is doing the right things.” – Peter Drucker, father of modern management theory In other words, just because you CAN do something, does that mean you SHOULD? And what SHOULD you be doing anyway? ‘Sales efficiency’ and ‘sales effectiveness’ sound like...

How to Prevent Stalled Deals
How to Prevent Stalled Deals

Multiple studies show that anywhere between 25 and 50% of forecasted deals end in no decision. In other words, the prospect journeyed through the sales cycle but didn’t make the final plunge to purchase. Essentially every sales rep has been subjected to stalled deals in their sales career, if...

Top 50 Sales Operations Tools
Top 50 Sales Operations Tools

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. The best sales teams are equipped with the data, tools, and technologies that will take them to the next level and help drive sales success. We have...