It’s no secret that COVID-19 has changed the way we do business worldwide, and the B2B sales industry is certainly no exception. Sales leaders have been forced to change the way they sell their products and services by going virtual internally with team members and with customers and prospects. Furthermore, it looks like the new…
How to Engage Prospects With Cold Emails
A cold email is an unsolicited message you send to someone you don’t know as a way to generate sales leads. It is used as a tool to reach out to prospects and bring them into your sales process. Writing an effective cold email means creating a personal connection, briefly stating your purpose, and moving…
How Sales Managers Can Recognize & Manage Burnout
Anyone who has worked in sales knows that it can be rewarding, but very challenging at times. It’s full of ups and downs, similar to a roller coaster—especially in smaller organizations or startups where everyone is wearing a lot of hats and every opportunity matters. In this article, we’ll discuss how sales leaders and CEOs…
Sales Performance Review Templates & Management Software
Routine performance reviews help managers provide feedback to their sales team and identify areas of high performance or where improvement is needed. Having a performance review template saves time by eliminating the need to create a new document from scratch each review period. They are also used to standardize the sales performance management process and…
15 Essential Sales Forecast Templates for Small Businesses
A sales forecast template is a customizable document that helps you project future sales for your team. Online template costs typically range from free to under $100 and are usually designed for Excel or Google Sheets. To help you speed up your search, we’ve compiled this list of 15 templates designed for a variety of…
The Ultimate Guide to Lead Generation
Lead generation is a set of tactics used to attract potential customers and move them into your sales funnel. It involves engaging prospects, capturing their interest, and nurturing them into customers. Small businesses use a range of strategies for generating leads from inbound marketing to prospecting—and even purchasing verified lead lists. Lead generation works by…
How to Get More Referrals & Gain Raving Fans
It’s no secret that referrals from satisfied customers are much more likely to generate new customers than any other form of sales or marketing communication. After all, few things are more reassuring than a positive endorsement from someone you know and trust. In this article, we share with you the most powerful ways sales leaders…
Sales Performance Management: Get the Most Out of Your Team
As someone who leads a sales team, your role is to motivate and resource your team to ensure it’s able to reach its goals. That can seem like a huge challenge, but the good news is there are tools and strategies you can use to help maximize your team’s performance. In this article, we’ll cover…
13 Ways to Improve Your Sales Performance
Sales performance is the measurement of sales activity against the goals outlined in your overall plan. The simplest method of tracking performance is to establish sales goals for your team and for individual reps and then evaluate performance, either monthly or quarterly. You can then improve performance using new processes, tools, and software. Here are…
Overcoming the 9 Most Common Objections in Sales
There is nothing more devastating to a sales rep than an unexpected objection. Whether a prospect is telling you your products and services are too expensive, or the timing isn’t right, it’s inevitable that you’ll encounter some kind of objection in nearly every deal. In this article, we’ll explore overcoming objections to learn how to…
The Top 18 Sales Training Program & Courses
Today’s sales professionals face an increasing amount of competition in every industry. To close more deals and generate revenue, salespeople must hone their prospecting, pitching, relationship building, overcoming objections strategies and other selling skills by investing in the best sales training programs. The most effective salespeople make training and professional development a continuous process of…
The Complete Guide to Sales Operations
Sales operations are the processes and systems that enable a sales team to effectively generate leads, manage relationships, and generate new customers. They help sales teams streamline the sales process by doing things such as developing sales strategies, creating compensation plans, and training team members. Sales operations can be broken down into the various activities,…