Recent Posts
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5 min
10 cold-calling tips & techniques for your sales team
Cold-calling prospective customers is only as effective as you make it. Meaning — you and your sales reps have to do some strategic legwork in order to make cold-calling work in your favor. And while it might be tempting to relegate cold-calling as an intimidating, outdated tactic, you wind up selling yourself short in doing […]
5 min
4 critical KPIs for an effective sales team
When you’re a sales manager, you need to keep your finger on the pulse with consistent updates on your team’s performance. It could feel like you’re selling well, but unless you use regularly updated key performance indicators, you won’t know for sure. Related: What is sales enablement? If you’re looking for a refresher – or […]
6 min
How to write a brand positioning statement
Making sure every touchpoint — from content to sales — remains on-brand is essential. But when you have seemingly limitless decisions to make regarding a new product, marketing campaign, or anything else related to your business, it can be difficult to keep all the moving parts properly aligned. Related: Elements of an effective brand promise […]
7 min
The sales leader’s guide to sales pipeline management
As a sales leader, pipeline management is one of the most challenging aspects of your job. In the past, communication only took place through phone, snail mail and in-person meetings. Cold-calling was the strongest tool in your sales arsenal. Related: The 160 best sales tools & software In 2007, sales pros could reach prospects one the […]
6 min
7 best tools for project management
Whether you’re new to project management entirely or you’re an experienced project manager with a whole range of projects under your belt, having the right tools to get your job done is essential. Today’s technology stack offers a deep selection of project management software, from scheduling to document management. Related: 8 best team collaboration tools […]
7 min
The best cold-calling script to beat your sales team’s quota
What’s the best way for businesses to generate leads even with an empty pipeline? You guessed it: cold calls. That said, cold calls aren’t what they used to be. Today’s reps often rely on cold-calling scripts to do the conversational heavy lifting for them. Not only does this ensure that reps respect their prospect’s time, but it […]
5 min
How to respond to a request for proposal (RFP) [with examples]
Responding to a request for proposal (RFP) is a bit like playing the lottery. Winning could transform your business… but what are the odds, right? Well, okay—they’re probably not as low as your chances of hitting the Powerball jackpot. But with the average RFP win rate at less than 5%, they’re not exactly rosy. To put things […]
4 min
How to leave an effective sales voicemail
It’s estimated that 97% of all business calls go to voicemail. With such a low answer rate, should you even bother with making phone calls? Yes! And even though the typical voicemail response rate hovers between 4-6%, your odds of getting a response are higher than direct mail and web banner advertising combined. So while it may be frustrating to […]
7 min
Your go-to guide to account-based selling
Sales (of all kinds) should form the bottom line of your business. After all, sales are your prime profit focus. More importantly, well-played sales can lead to a snowball of success you need to make a go of things in the long-term. But that’s pretty common knowledge for most B2B companies. However, what you might […]
