Archives

Every team has opportunities stumbling through the pipeline. Some deals makes so much sense, but for some reason, they just won’t close. Should you cut these opportunities from the pipeline? Wrong. Very, very wrong. It’s important that your team continues to build relationships with these lost opportunities through a marketing driven and scalable nurturing campaign. Sales managers …

“Agile sales” sounds like another marketing buzzword. But is it just fluff? This is a leading question. Agile sales certainly sounds like a whispy way to make sales sound more complicated than it really is. But humor us. Maybe agile sales has some merit. Here are four Reasons agile sales managers are better at their …

The sales cycle is one of the most important metrics sales managers should track with Salesforce data. The easiest to estimate and most commonly viewed version of the sales cycle is the average number of days to close a deal. But there are three other sales cycle drill downs that provide you with valuable information about …

Making quota is your monthly goal. But a data driven sales manager does not just look at the monthly quota as the overarching health of the sales team. More important is what worked this month, and what didn’t. Here are three more benchmark statistics that give you insight into both why your team performed the way it …

A/B Testing sounds like a trendy marketing buzz word, right? Wrong. Your sales team should be A/B testing nearly everything they do. What is A/B testing? A/B testing is a simple concept. This marketing tactic tests and compares one benchmark against an alternative. For a sales team this can be a cold call intro, demo …

Analytics aren’t just simply numbers to collect and throw on a PowerPoint deck anymore. They’re your competitive advantage. Tech Republic believes acting quickly on operational data often results in “improved selling efficiency and enhanced profits.” Hard sales data closes more deals, but just collecting data points is not enough. As a manager you need to …

Greetings! The last time we changed our logo was way, way back in April 2011. Our progression has been Our third version was much beloved, probably for the nice squiggly “S,” but ultimately the logo did not embody much of what we wanted to convey. A few things we considered: Convey our value to customers …