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The way software is delivered and consumed has changed drastically. In the old days, you'd sell a software package, and that was it. But in Software as a Service (SaaS), it's all about subscription-based models, where customers pay as they go. This means your role as a SaaS... read more
In many organizations, sales teams are often the driving force behind customer engagement and business success. Yet, sales is not just about charm anymore; it's about strategy. Sales tools have become essential companions, guiding sales managers through the complexities of the... read more
It's the end of the month, and your VP of sales asked you for a monthly round-up of key sales metrics in your team. Since it's something you've never done before, your palms start sweating like you're B-Rabbit from 8 Mile. What metrics do you look at? What formulas do you... read more
It's time to toss the old playbook out. The modern sales landscape is less about selling and more about building genuine relationships, understanding needs, and offering real solutions. You'll fall behind quickly if you're still relying on age-old tactics. Adapting to modern... read more
Ecommerce doesn’t have to be hard. Having an online store can cost you virtually nothing and put you in touch with customers worldwide. While you still need a strong marketing strategy and a great product to sell, there is much less to lose when you opt for a digital store over a... read more
There are things in life that when you put too much time into them, and there's no satisfying result, you should give up and move on to something else. Sales is not one of those things. Sales can be challenging, and success often comes from a combination of factors, including... read more
Imagine you're in a meeting, and a vendor presents a software solution. It's good, meets your needs — but then they showcase a version that's not just good but stellar. It has features you didn't know you needed but now can't imagine living without. That's upselling. But... read more
Understanding the nuances of sales types is not just a matter of choice — it's a strategic imperative. The sales processes and roles have evolved significantly, reflecting the shifting consumer behaviors, technology advancements, and market demands. Businesses and sales... read more
In sales, most people fail because they give up too quickly. Some people get discouraged by denials. Others lack the discipline to make follow–up calls. As a result, almost half of all salespeople quit after the first call. This is way too soon. Studies reveal that only 2%... read more
There are two types of leads in this world — warm and cold — right? Wrong. Just like life isn't black and white, it's the same when it comes to lead generation. Sure, warm and cold are the fundamental division, but there's so much more to lead qualification. What are the... read more
Sales prospecting is like participating in a gold rush, and this isn't just some random analogy. The term "prospecting" and its meaning in the sales context dates back to gold prospectors who would sift through sand and rocks to find valuable gold nuggets. And just like... read more
Can you imagine that companies lose at least $1 trillion annually because of poor sales cycle management? This can be avoided or at least reduced with a clearly defined sales cycle, which should be analyzed and optimized regularly. Not only does it help companies generate more... read more
14 minutes
Jul 13, 2023
Sales tech has become an absolute game-changer for companies looking to optimize their performance and closing deals. Think increased efficiency, skyrocketing productivity, and a serious boost to your revenue growth. How can you get all that? What is sales tech all about? It's a... read more
I asked our sales reps about the skills they consider crucial in their daily work. One of the answers was an outlier, and it only said “Money.” Baffled at first, I thought about all the sales reps and managers I’ve worked with, and I realized that what they ultimately value the... read more
You feel like there's no reason to complain about your sales reps' results, but deep down, you know they could be closing more deals. The revenue is off the charts one month, only to be off the mark the following month. This can happen because of poor communication between... read more
