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February 22, 2016

[Webinar] Areas to Focus When Coaching Enterprise Sales Reps

B2B sales reps need to prioritize their time so they are focusing on the deals and activities that matter. That’s where you, as a manager, can start coaching them towards concentrating their efforts to the more productive opportunities. How do you transform average enterprise sales rep to top performers with the right coaching?

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February 04, 2016

The Super Bowl is Fun, but a Lousy Way to Sell

The Super Bowl may be the ultimate end to a long season, but make no mistake — it’s a one-time climax. NFL players who never made it to the big game say they’d trade records and pro bowl selections for a single opportunity. And those who get there say, “You’ve got to enjoy it. You never know if you’ll be back.”

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February 01, 2016

If Your Sales Ops Leader Doesn’t Sound Like This, You’re Losing Money

With our team, product, and customer base growing, we need our reps to be their best — effective, efficient, and consistently doing what works. It’s time for a new kind of leader on the sales team who can cut through the noise, refine rep actions, and arm reps to make a persuasive case in every sales opportunity. Meet Kharisma Moraski.

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January 26, 2016

7 Criteria for Analytics — from Salesforce and Me... to You

In my last post, I raved about and expanded on what Salesforce’s Vala Afshar wrote in his HuffPost Tech piece, 2015 State of Analytics. It’s a great read with a stunning take away that 90% of high performers depend on analytics — 3x more than underperformers. This post continues with Afshar’s recommendation on criteria for analytics.

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December 02, 2015

The Times They Are a-Changin' ... in Sales. Are You Onboard?

It's happening again. In every business function — and especially in sales — the times they are a-changin'. And sales isn't first. It's one of the last.

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November 17, 2015

3 Tips to Make 1:1s More Effective

Three tips will make your 1:1s more effective: research before the meeting, decide beforehand which deals to discuss, and offer help that matters.

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October 29, 2015

BI and Sales: FAQs About Predictive Analytics and Purpose-Built BI for Sales

This is the final part in our series on general-purpose BI versus purpose-built BI for sales.

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October 08, 2015

BI and Sales: A Closer Look at Selecting Your BI for Sales

When you evaluate BI for Sales, I encouraged you in a previous post to start by narrowing the field to solutions that easily collect all the data that matters, analyze that data to deliver forecast and selling insight, and help you act decisively.

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September 29, 2015

BI and Sales: The Big 3 in BI for Sales - Collect, Analyze, Act

This is the fourth part in our series on general-purpose BI versus Purpose-Built BI for Sales.

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