When your team is trying to close deals of a certain size with high-level clients, being a great salesperson may not be enough.  Selling will only take your team so far. They’ll need to become consultants to get some deals across the line.  And the best way to become a consultant is to take a […]

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time.  If you’re fed up with reps moaning about the size or value of their territories, then it’s time to think carefully about […]

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. There’s a lot on the line, and one misstep could cost you the deal.  Fortunately, there’s a sales methodology that can help. Enter the Miller Heiman sales process — a framework that helps your team manage and close […]

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. These are buyers who are a good fit for your products or services.  So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? […]

Every sales team is the same. (Well, sort of.) Sales leaders and managers serve as coaches to help close deals. They coach all sales reps (some top performers, some bottom performers, and a whole bunch of “in the middle” performers) with the ultimate goal of exceeding goals and blowing targets out of the water.  Your […]

B2B sales is a rapidly evolving discipline. Boiler rooms are a thing of the past (largely). Modern initiatives focus heavily on relationship-building.  Take the rapid adoption of account-based marketing, for instance. A recent study found that 87% of businesses are putting a stronger focus on account-based strategies.   With this in mind, what place do progressive […]

You have (Gong) questions. We have (Gong) answers. ✔️ Ever wondered how an Account Executive starts their day with Gong? ✔️ Want to use Gong to track a rollout or initiative at your organization?✔️ Need to up-level your Gong Deals game? We recently asked our Gong Community members to share their Gong best practices. As […]

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. 50% of buyers say that working remotely has made the purchasing process easier. And 70% want to continue working remotely […]

Qualifying prospects is a critical step in the sales process. It keeps you from spending time on opportunities that are unlikely to convert. And helps you determine where you should prioritize your efforts. It’s easier said than done, of course. So how do you qualify leads? How do you determine if a prospect is a […]

It’s brutal out there.  Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment.  Just look how crowded the G2 Grid® for CRM is: (Image Source) With over 700 companies competing in this highly saturated market, getting lost is easy. Hence, […]

Bad sales emails. We’ve all sent them — even if we don’t want to admit it. Most get deleted without being read. Occasionally, you’ll get a snarky reply telling you how bad your email is.  Sometimes, though, you’re completely in the zone, churning out emails that tick all the right boxes. The kind of emails […]

Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience.  Unfortunately, some sales reps still […]

58.4% of the world’s population is on social media, with the average time spent on these platforms reaching 2 hours and 27 minutes daily. That’s a big chunk of all your daily attention span spent on social every single day. So, of course, in 2022, most companies are already on social media pushing their products and […]