What should be in your sales pipeline? What top performers know

What’s holding your sales team back? A recent survey found that 57% of sales reps missed their quota in 2018. That number ballooned to 84% in 2020 due to the pandemic. Sales teams have bounced back since the pandemic, but quota attainment is still pretty terrible. But why? Is it your sales team or your… Continue reading What should be in your sales pipeline? What top performers know

4 Signs you have the wrong CRM platform

The failure rate is 90%. “When I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%.” Scott Edinger wrote about failure rates in his article for HBR. In his article, Edinger says most CRM platforms fail to deliver sales, revenue, or growth. That’s a problem.… Continue reading 4 Signs you have the wrong CRM platform

How to use CRM software to shorten your sales cycle

“We’ll let you know when we’re ready.” Have you ever had a prospect feed you some version of this line? “Why don’t you give me a call in two weeks? I should have an answer for your then.” We know how that usually goes; these prospects string you along, using your hope for a sale… Continue reading How to use CRM software to shorten your sales cycle

Is your sales forecasting software costing you money?

Your sales forecasts are essential, but are they also a disaster in the making? They could be. According to a recent survey from InsightSquared, 68% of companies miss their sales forecasts by 11% or more. Only 15% of leaders are satisfied with their sales forecast process. Their forecasts aren’t working. What’s worse, only 25% of sales… Continue reading Is your sales forecasting software costing you money?

How to 2x results from your sales calls and emails

Is cold calling dead? Pundits like Geoffrey James state emphatically that cold calling is dead and buried. Research from Baylor University seems to back James up. In their experiment, 50 sellers made 6,264 cold calls. Only 28 percent (1,774) of these calls were answered. Only 19 appointments were set out of these answered calls (that’s… Continue reading How to 2x results from your sales calls and emails

How to shorten your sales cycle with sales forecasting

Do you remember the 3% rule? Only 3% of your prospects are ready to buy at any given moment. Jeremy Miller, author of Sticky Branding, says 90% of your customers are not ready to buy. 30% have a need, but they’re not ready to buy 30% don’t have a need 30% will never buy from… Continue reading How to shorten your sales cycle with sales forecasting

Sales outreach: Best practices you should avoid, bad habits to embrace

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What do most people think of salespeople? It’s not good. A recent survey from HubSpot Research, “found only 3% of people consider salespeople to be trustworthy.” Gallup’s annual rating of the honesty and ethics of various professions consistently ranks salespeople at the bottom — below members of Congress. It gets worse. Tom McMakin, author of… Continue reading Sales outreach: Best practices you should avoid, bad habits to embrace

Sales enablement 202: How to 2x your revenue per customer

The majority of salespeople, 75 percent, suck at selling. According to Dennis Connelly, vice president of business development at Kurlan, “For lack of a better word, they suck.” This isn’t just speculation either; there’s a mountain of data to back this up. What kind of data? The Objective Management Group has evaluated more than 2,204,760+… Continue reading Sales enablement 202: How to 2x your revenue per customer

Sales enablement 101: How to close more deals

Sales enablement gives your organization the people, process, training, and tools you need to create rainmakers on demand.

How data-driven sales teams can increase sales by 23x

“I’ll let you know.” After weeks of in-depth discussions, back and forth negotiations, and answering an endless stream of questions, you’re hit with this ice-cold response. This response stings. It’s especially painful if you’ve invested a significant amount of time or resources during the negotiation process. It’s discouraging and soul-crushing to see prospects with a… Continue reading How data-driven sales teams can increase sales by 23x

Onboarding Bootcamp

Free Workshop
Limited Seats Available

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Thu, Sep 15th, 2022 08:00 AM PST

All trainings will be recorded and shared after each session.