Jess Pingrey

Sales leadership involves making relevant strategic decisions that fit the vision and mission of your organization as well as motivating and inspiring your sales teams. Excellent sales leaders are essential because they set the tone for a company’s culture and overall business success. In this article, we explore the qualities of a sales leader, how…

Lead qualification helps you prioritize sales activities toward leads that are most likely to generate revenue. It’s done by establishing qualification criteria for scoring leads, then distributing top prospects accordingly. This creates a more efficient sales operation and increases lead-to-customer conversions. We will define what lead qualification is in more depth, explain how to qualify…

Cross-selling is a sales tactic used to obtain more value from a deal or sales transaction. While commonly used for retail businesses, it can be applied to many industries in both the B2C and B2B markets. In this article, we explore cross-selling more in-depth and provide examples, tips, and script templates you can use to…

Some new sales reps―and even some experienced reps―aren’t confident in their phone sales skills and constantly question how to sell over the phone. Phone sales, like other professional skills, require development. Luckily, there are various techniques you can use to help exude confidence and increase positive results. Let’s explore 12 key phone sales tips to…

The budget-authority-need-timeline framework, aka BANT, takes into account four major buying factors prospects consider when making a purchase. It’s a qualification strategy you can use to prioritize sales leads in order to identify those most worth immediately pursuing. Keep reading to learn more about what BANT is, how you can use it to find the…

Sales performance management (SPM) is the combination of processes and practices used to improve sales performance in order to increase revenues. Typically, it includes hitting individual sales quotas, organizational sales goals, and maximizing efficiency throughout the sales process. This article explores the best practices, helpful software tools, and provides an SPM example to maximize your…

Becoming a sales manager requires a proactive mindset, eagerness to learn, and a demonstrated willingness to seek out opportunities and do more than what’s expected. See if you fully understand the essential functions of a sales manager, like managing a team, developing strategies, and running a day-to-day operation, as you learn how to become a…