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7 Ways to Accelerate Sales Onboarding

By Chris Orlob, October 9, 2018

Faster sales onboarding is your lowest hanging fruit for generating more revenue. Unfortunately, onboarding new salespeople can be both time- and labor-intensive. The good news here? Sales onboarding is not table stakes. It is a revenue-driving activity and should be treated as such. 7 Ways to Accelerate Sales Onboarding The sooner your new hires ramp […]

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7 Sales Skills You Can Dramatically Improve Using Gong.io

By Chris Orlob, September 10, 2018

Improving sales skills is one of the main reasons people use Gong.io. Think of your sales methodology as a race car — it’s the vehicle that brings you from first call to close.  Think of your sales skills fuel for that sales process. Without the right sales skills to fuel it, it’s just an expensive piece of metal. Sales skills (and specifically, effective sales […]

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The Impact of GDPR on Sales Could Cut Your Pipeline in Half—Here’s What You Can Do About It

By Chris Orlob, May 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant […]

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VP of Sales Success Comes Down to These Two Levers

By Chris Orlob, April 10, 2018

I’ve had a blast watching our VP of Sales grow revenue faster than any SaaS company I know. Unfortunately, his results aren’t typical. Here’s what most VPs of Sales are in for: If this is your first crack at the VP of Sales job, bullseye is on your back. Fortunately, generating more revenue is simple. (Notice, I didn’t say easy.) […]

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The ROI of Call Coaching In Sales

By Chris Orlob, April 9, 2018

Calculating the ROI of call coaching for your sales team seems hard to pin down at first. But it’s actually incredibly simple, and you may be surprised at just how lucrative call coaching can be. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes […]

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3 Ways To Achieve Repeatable Quota Attainment

By Gabby Hughes, March 30, 2018

You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, […]

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Implementing a Quota Structure That Works

By Gabby Hughes, March 29, 2018

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is […]

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CodeScience Maintains Visibility with Remote Sales Team Using Gong.io

By Gabby Hughes, March 16, 2018

“We’re a fast-paced organization that builds and brings commercial products to market for businesses that are growing quickly. And the majority of the company is remote.” You read that right. Remote. CodeScience has spent the last 10 years creating solutions to increase business’ bottom line and avoid the common pitfalls associated with growth. Their team, […]

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7 Sales Coaching Tips You Can Start Using Today

By Chris Orlob, January 30, 2018

Learning a few sales coaching tips might be the most important thing a sales manager can do today to improve their team’s performance. Seem like a bold claim? The numbers don’t lie. The better the sales coaching program, the better a team performs. Sales teams with the best sales coaching programs: Have better close rates: […]

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