Why Lead-Scoring Algorithms Can Increase Conversions By as Much as 20%

Not all leads are equal. Some are just entering the sales funnel and are at the top in the awareness stage where they’re just getting their bearings and doing preliminary research. Others are a bit further down in the interest or desire stages where they understand your product and are considering making a purchase. And […]

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Published on Jan 19, 2023

2023 Sales Recruiting: What Changes to Expect This Year

Sales recruiting is always evolving. But you could argue that it’s changing at a faster rate than ever before in the 2020s. And 2023 is no exception. As we settle into the New Year, here are some key changes to expect for 2023 sales recruiting to put you at the top of your industry. A […]

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Published on Jan 5, 2023

Recruiting Passive Sales Candidates Requires Up to 17 Touchpoints: Tactics for Winning Over Elite Talent

When most people think of sales recruiting, they envision going after traditional active candidates — individuals that respond to a job ad or reach out to you. But some of today’s most successful sales recruiters are those that seek out passive sales candidates — individuals who aren’t actively looking for a new job but would […]

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Published on Dec 22, 2022

60% of Candidates Ditch the Application Because it’s Too Long or Complex: How to Simplify the Job Application Process

Say there’s an ultra-talented salesperson who found your job posting and is highly interested. They begin filling out the application and are chomping at the bit to enter the candidate pool. But after being bombarded with questions and encountering needless complexity, they ditch it without ever completing it. This happens more than you may think, […]

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Published on Dec 8, 2022

Investing in Salesperson Training Can Have Up to 353% ROI: Why it Pays to Develop Your Talent

In a previous post, I mentioned that it typically takes about 11 months for a new salesperson to become fully productive and around 15 months to become a top performer. That’s one of the main reasons why salesperson training is so important. It accelerates ramp time and helps reps reach their full potential more quickly […]

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Published on Nov 24, 2022

Why 90% of Companies That Use a Guided Sales Process Are Top Performers

There’s a lot that goes into successful sales. And even the best, brightest, most talented reps can benefit from some type of standardized system. One that simplifies and streamlines sales to convert the maximum number of leads into customers. And that’s where a guided sales process comes in. For this post, I’m going to provide […]

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Published on Nov 10, 2022

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