Process
Is Friction an Ally or an Enemy in B2B Sales?
For prospective customers, sales friction can propel a B2B sale towards a close or stop the buying journey before it can build any momentum. For sales reps, then, it’s a friend AND an enemy. Here’s how to use both the push and pull of friction to supercharge your sales process.
The Sales Manager’s Field Guide to Coaching Defensive Sales Rep
You know that providing sales coaching to your team comes with the territory when you’re a sales manager. But what about those sales reps who resist or avoid being coached? You need to understand why they are acting this way, how to coach them out of it, and when it’s time to part ways.
7 Proposal Myths to Abandon in 2019
There are a lot of proposal development myths out there. And if you believe them, you might as well be leaving your proposal win rate up to the whim of a Magic 8-Ball. Let’s give these proposal myths a shake and debunk them before your proposal success forecast is ‘OUTLOOK NOT SO GOOD’.
The Counterintuitive Tactic That Increases Deal Size, Profits, and Close Rates
Is your company laser-focused on a profitable target market? Or do you throw out as many lead gen darts as possible and sell to whatever sticks, even if it’s nowhere near the bull’s-eye? You can regain control. By sharpening your focus on who you serve and how you help them, you can set your business up for bigger success—selling your most profitable offerings to your dream clients.
The Sales Manager’s Guide to HR (with a free download)
HR is more than hiring and firing. Learn the HR practices of successful sales managers with our free guide.
How to Use the Content Library to Shave Hours off Your Proposal Time
Using the content library to store and organize the text and images you use over and over again makes it even easier (and quicker!) to build proposals.
Why You Need a Proposal Coordinator or Proposal Manager Now
What do Thanksgiving dinner and proposal development have in common? More than you’d think. It might sound like the set up for a joke, but like Thanksgiving dinner, your proposal process can get out of hand without someone overseeing the whole thing. Here's how a proposal manager or coordinator makes your sales team more efficient.
How to Build and Sustain Sales Momentum
If your team is coasting along on decent sales numbers without seeing any growth, you’ve hit a plateau. Bust through it by consistently building on your sales reps’ success and lift your revenue by creating sales momentum. Here's how.
5 Questions to Refocus Your Sales Training for More ROI
Ongoing sales education is vital to sales team success. Here’s how to pinpoint your training needs and help your sales reps get the most out of it.
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