Anatomy of Stalled Deals

July 20th, 2018

Stalled Deals are the unavoidable bane of any sales organization, ask your counterparts in any industry. During the deal review meeting, you would have definitely come across some leads held by the... Read more

8 Strategies to Run Efficient Sales Forecast Meetings

July 19th, 2018

Sales Forecasting is a crucial component of any business that empowers them to predict future sales by looking into past sales, economic trends and competitive intelligence. We have already discussed... Read more

5 Measures to Improve Sales Forecast Accuracy

June 28th, 2018

We recently came across following communication between C-Suite Sales Executive in response to our sales outreach. He wrote: “We have a problem: we need to improve the accuracy of our sales... Read more

7 things to consider for weekly one-on-one sales-rep meetings

June 11th, 2018

Imagine the scenario, you are a sales manager, you spend over 80 percent of your time dealing with your sales team, and sales reps, yet you are missing that exceptional selling experience. Market... Read more

Should Your Company Invest in Account Based Marketing?

May 10th, 2018

ABM can be a new norm in sales and marketing landscape but is it apt for your company? Some call it a buzzword, some call it a new marketing style or a marketing strategy suitable in B2B marketing... Read more

What to do when HubSpot reporting runs out of steam?

March 5th, 2018

CRM systems like HubSpot are immensely important. They provide an invaluable connection between the organization and its customers. There is hardly a better way to capture data at the point of... Read more

Sales Forecasting: A No-Nonsense Guide

February 20th, 2018

“If you have to forecast, forecast often.  — Edgar Fiedler”   Sales forecasting is one of the essential components of business success. It can be the difference between meeting your... Read more

Things Sales Managers Should Never Say to Their Reps

December 11th, 2017

Different sales leaders have different management styles to lead their team and achieve their revenue goals. However, no matter what type of manager you are, there are certain things you should never... Read more

Important Sales Manager Roles and Responsibilities

December 6th, 2017

Sales managers are a key part of any organization. Their decisions and actions are crucial for achieving the sales targets and driving revenue. Therefore, a successful sales manager have three... Read more

How Sales Managers Can Optimize Their Time to Become More Efficient

November 15th, 2017

The complex nature of B2B sales structure demands Sales Managers to accomplish myriads of tasks. These tasks involve everything between coaching the team to managing customer relationships. There is... Read more

4 KPIs that Every Sales Manager Should Use

November 8th, 2017

Identifying the right  sales metrics to track is crucial for any sales manager who wants to achieve their goals. Here are the top four  B2B sales metrics, according to us, that you should be... Read more

How to Improve Sales Productivity

November 1st, 2017

As a sales leader in B2B organization, your top priority should be to improve sales productivity. Minimize the usage of resources and maximize the revenue. Well, in theory it sounds conflicting... Read more

How to Improve Sales Efficiency

October 25th, 2017

Sales Efficiency is about hitting the projected bottom line with optimal usage of resources. Optimal resources could be minimal effort, less number of sales reps in your team, less number of hours... Read more

How to Improve Sales Effectiveness

October 18th, 2017

Do you measure the effectiveness of your sales team on a regular basis? Do you know that sales effectiveness can be measured and improved? To a lot of salespeople, sales effectiveness might come... Read more

The Difference Between Productivity, Efficiency and Effectiveness in Sales

October 11th, 2017

You would have often heard your sales leaders asking you to be “more” productive, “more” efficient and “more” effective in selling! But how many times have you heard sales leaders... Read more

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