Jess Pingrey

Lead scoring aims to prioritize your sales activities by focusing only on opportunities with the best chance of converting into customers. By establishing customer fit and interest criteria, setting a point system, and applying it to current deals in the pipeline, you gear effort toward those most interested and qualified to make purchasing decisions. In…

Implementing sales quotas helps sales managers and business owners hold their teams accountable for performance. Additionally, they allow organizations to forecast sales and break down goals into smaller objectives, such as monthly calls or revenue, that sales team members must complete. In this article, you’ll learn how to set sales quotas, explore best practices for…

Using cold calling scripts during direct outreach campaigns allows you to introduce offerings and address objections with more confidence. An effective cold calling script fosters personal connections with the call recipient, grasps their attention through an intriguing sales pitch, and provides a clear call to action after the conversation. In this article, we explore how…

Cold calling is a traditional sales activity primarily used to create and qualify new sales opportunities. It allows you to solicit initial conversations with key decision-makers that result in an immediate answer regarding interest in learning more about your products and services. In this article, we explore the cold calling definition along with the goals,…

A revenue operations (RevOps) team involves a department or business function composed of team members responsible for driving revenue into one group. Rather than treating each function as separate, a RevOps team combines resources, data, processes, and strategies into a single team structure to maximize profits. In this article, we explore what a revenue operations…

Soft sales skills are interpersonal capabilities that allow reps to connect and develop strong relationships with prospects and customers. Things like resilience and emotional intelligence help build trust, making them especially useful skills in a sales position. We’ll discuss these developable traits and other key soft skills like them to help you generate, qualify, and…

Insightly is customer relationship management (CRM) software with business tools for tracking leads, communicating with contacts, and managing projects. It does, however, lack some desired CRM functionality, such as social media integration and low-cost sales automation tools. To find the best Insightly alternative, we evaluated dozens of popular CRMs with similar attributes as well as…

Business-to-business (B2B) selling involves selling a product or service to another business. B2B selling often requires a lengthier sales process and a distinct set of consultative sales skills for reps engaged in this type of role. We’ll explain what B2B sales is in greater depth, provide common examples of B2B businesses, and explain some of…

Standardized and established sales operations create a repeatable flow of leads through the pipeline. Without properly managing this business component, sales activities become disorganized and opportunities slip through the cracks, diminishing your ability to grow revenue. In this article, we explore what sales operations are, how they should be structured, and the types of software…

Client meetings give you an opportunity to build or re-establish credibility and trust with leads, prospects, and current customers. Through understanding the meeting’s purpose, proper logistical planning, in-depth research, preparedness, and planning, you ensure your customer meeting is run effectively and successfully. In this article, we explore how to plan and run a client meeting…

Sales enablement helps empower sales teams with the right tools, knowledge, and processes to engage with leads and customers effectively. This keeps their sales pipeline full, improves efficiency, closes more deals, and ultimately increases revenue. In this article, we define what is sales enablement, explore how to use the sales enablement process, and provide examples…

Account managers and account executives are both essential to a sales operation for generating revenue. While their roles are different in scope with one handling current clients and the other new business, they can both be excellent careers with growth opportunities and high earning potential. In this article, we explore the difference between an account…