May 2015

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The Race for Sales Success
The Race for Sales Success: 9 Ways Sales is Like Running

We are continually touched by the heart-warming stories of athletes who persevered through their trials, tribulations, and tragedies. We pull inspiration and motivation from their wins and losses. And with over 65.5 million runners and joggers in the United States alone, it’s likely that most of...

Social Selling
Social Selling Panel

Last week I had the chance to join 3 social selling practitioners / experts on a fun, engaging panel. Mike Kunkle from GE Capital, Keith Burrows from Lattice Engines, and Melanie Barrett from Vision Critical brought a wealth of insight into how social selling helps reps...

Sales Enablement Metric
The Biggest Sales Enablement Myth Exploded

SiriusDecisions just wrapped up their always epic annual summit. When you put 2000+ go-to-market experts under one roof, you’re going to get great interactions, best practices, and insights. A crowd favorite insight from the analyst team was a takedown of one of the most misquoted...

Sales Productivity
How to Improve Sales Productivity: 7 Helpful Hints

Sales productivity is the #1 challenge for almost 65% of B2B organizations, according to research from The Bridge Group. Therefore, optimizing sales productivity should be one of the most important aspects for a business to focus on – the efficiency, effectiveness, and productivity of the salesforce...

SiriusDecisions Summit
SiriusDecisions Day 2: Automate It

Another strong day on the board from the team at SiriusDecisions. One session that stood out in particular was Jay Famico looking at growth hacks. He kicked things off with the story of Paul Bunyan and his competition for lumberjack bragging rights with a machine....

What is sales operations
What is Sales Operations?

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. Matt Heinz calls them one of the most unsung heroes for sales organizations.There are thousands of sales operations professionals in the US alone and the function...

Accelerate Sales
4 Ways to Accelerate Sales

In the B2B selling environment, nothing is more frustrating than that “sure thing” deal slipping into next quarter’s sales cycle. According to research from Aberdeen Group, 24% of these types of deals suffer such a fate. The study goes on to reveal that top business...