Behind every successful athlete is a great coach, and behind every successful sales team is a great sales manager. In this article, we walk through 5 sales coaching strategies to elevate your team’s sales performance. Sales coaching is the activity...
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Discovery Call 101 | The Essential Guide
Master the art of the discovery call with time-tested best practices and tips. You did it: you successfully scheduled a call with a lead. Whether you arrived at this point through a cold call or a referral or a marketing effort, you managed to...
5 Sales Metrics Every Revenue Leader Should Track
In this article, we’ll be discussing the top 5 sales metrics areas that revenue leaders should be tracking for go-to-market success. Sales Metrics: An Updated Understanding The Sales Landscape During a Pandemic For high growth sales organizations...
How AI Will Guide Corporations [Part 1: Redefining Roles]
Industries dramatically change every decade or so. Consider this—only about 50 companies, or roughly 10%, have remained on the Fortune 500 list since 1955. As we start moving into the early 2020s, we’re on the cusp of another major change, one that...
5 Surprising Reasons Why Your Deals Aren’t Closing (and what to do instead)
Closing deals is no small feat; even sales superstars will admit how challenging the journey can be to transform a prospect to a customer. Sometimes, your best efforts to secure an agreement may be met with rejection -- or even worse, devastating...
Escape Velocity and Parabolic Arcs: How to Rocket Science your Startup
As a game theorist and mathematician by training and CEO of a disruptive AI startup, I’ve always been fascinated by the parallels between company building and launching rockets. Often folks casually throw around this phrase for a lot of things...
This Is Why Your Sales Forecasts Are Inaccurate
Regardless of if you’re a startup looking to scale or an industry leading corporation, sales forecasting is essential for the growth and success of any business. At the very forefront, a sales forecast paints your company’s financial story. By...
How To Create A Virtual Sales Process
The way B2B businesses have made sales and gained customers hasn’t changed much over the last several decades. However, the traditional sales process of assigning a representative to a territory, having them scour through long lists of potential...
How To Use AI To Boost Business Confidence In A VUCA World
Today's world has been described as "the new normal," "business as unusual" and even "permaweird." In companies around the globe: Sales agents and marketers are asking: How am I supposed to grow client relationships without in-person interactions?...