Blog

40% of Salespeople Say Prospecting is the Most Difficult Part of the Sales Process. Here’s What to Do About It.

There’s a lot involved in the sales process. HubSpot breaks it down into these seven key steps.  All of these steps present a certain level of challenge. But hands down, prospecting has been chosen as creating the most difficulty for reps. In fact, “more than 40% of salespeople say this is the most challenging part […]

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Published on Sep 20, 2021

The Science of New SaaS Salesperson Onboarding: Breaking the Process Down Into 4 Key Phases

Having a streamlined, structured onboarding process for new SaaS salespeople can have a dramatic impact on both productivity and retention. To quantify, businesses with effective sales onboarding see a 6.7% improvement in quota attainment and 50% higher new rep retention.  Not bad!  But how exactly do you accomplish this? And what are the exact steps […]

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Published on May 4, 2021

Better Sales Coaching Creates Measurable Results

Good sales coaching can raise sales percentiles as much as 49% - yet more than half of sales managers are not good coaches. Our experts explain how to improve your sales coaching skills.

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Published on May 11, 2020

Keeping Your Reps Sharp With Virtual Sales Training

As we’ve pointed out in previous blog posts, experienced sales leaders know that the best way to improve your win rate is to improve your reps’ effectiveness. Increasing sales activity is one piece of the puzzle, but it must be combined with greater effectiveness to be successful. Your single greatest tool for increasing your reps’ effectiveness […]

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Published on Apr 15, 2020

5 Ways Sales Teams Can Thrive During Challenging Times

As we’re all rapidly discovering, there’s nothing like a global pandemic to shift the way the world does business. The spread of the coronavirus has forced companies at all levels to implement changes they may not have wanted, and few were prepared to take on – at least on this kind of scale. Many organizations […]

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Published on Mar 24, 2020

7 Tips to Improve Sales Coaching in Your Organization

Your organization could have the best sales strategy in the game. But without adequate training, no amount of planning, creativity or strategy will set you up for success. Make sure your sales reps have the coaching, resources, and support needed for success in an increasingly competitive marketplace. In this post, we’ll share some of the […]

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Published on Jan 29, 2020

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