The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
5 Best Practices - Coaching During Times of Uncertainty
Uncertainty creates anxiety, and 2023 has brought plenty of it. People have faced uncertainty in the economy, geopolitical instability, uncertainty regarding new technologies, and maybe even uncertainty at what the future will hold in terms of individual employment, company performance, and ongoing...
Three Keys for Closing the Year Strong: Focus on What You Can Control
Does it seem like every year we’re suddenly barreling toward the holiday season, and those of us in sales are scrambling to make quota? A...
Five Ways Reps Can Benefit from AI-Powered Guided Selling
With AI-powered guided selling, reps get real-time insights and guidance on their sales process based on machine learning (ML), natural lang...
How to Achieve Sales Success in the Age of Buyer Complexity
You could say that Spencer Wixom – the new CEO of the sales training company The Brooks Group – has been around the block. In fact, Spencer...
Four Actionable Insights You Get from ICM Software
If you have more than 50 reps in your sales team, the pain and cost of processing sales compensation increases drastically. To avoid discrep...
Sales Territory Optimization Hacks for Sales Teams
There are four primary steps to consider with designing, balancing, and optimizing sales territory alignments. Get the building blocks...
Five Benefits to Revolutionizing Sales with Language AI
As a technologist and someone who has been fascinated by language technologies and AI since I was young, it is exciting to see the rise of A...
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Time — Selling without targeting is like sailing without a compass. Generating leads is probably one of your highest priorities – as it should be – but beware the low-quality leads. These are the folks who are shopping without any real intent to buy (or worse, with the intent to buy from someone else). If someone is not likely to become a profitable customer, think before you invest more time in pursuing the lead.
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