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Expand Your Knowledge

Written by the experts, our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.

Not sure where to start? Here are our top picks:

Building a Modern Sales Operating System
5 Areas Sales Teams Should Focus On for Results

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All Categories
  • All Categories
  • AI in Sales
  • Compensation
  • Competition
  • CRM
  • Employee Management
  • Entrepreneur/Startup
  • Hiring/Onboarding
  • Podcasts
  • Published Articles
  • Revenue Growth
  • Sales Consulting
  • Sales Leadership
  • Sales Process
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Strategic Planning
Young woman working remotely from home on laptop
Employee Management

How Successfully Are You Managing Your Work/Life Balance?

The COVID-19 pandemic brought seismic changes to our lives; and even though so many of these changes were bad – catastrophic even – there were some silver linings to be found. Take work lives and working environments, for example. While workers in certain sectors may have continued on with business as usual, many corporate professionals experienced a radical change in their workplace: they began working from home. Suddenly, their commute was down to seconds rather than minutes or hours. Their officemates were no longer peers and professional colleagues in offices and cubicles; they were now family members and pets! Oh …

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Remote employee participating in a virtual sales team meeting.
Published Articles

How to Build a Strong Culture While Managing a Remote Sales Team

Recent job vacancies are causing problems for businesses: Fewer people are entering sales, and key business contacts are seeking new positions elsewhere. Companies need to learn how to build company culture virtually, but not every leader knows how to build a strong culture with a remote team. Company culture can be defined as a set of shared attitudes, values, goals, and practices of a company and its employees. It’s the company’s image portrayed by employees and perceived by potential talent. Leaving company culture unattended and uncultivated can have detrimental effects on how you retain employees. Building a sales culture is …

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Team of sales professionals looking at metrics to better understand pipeline.
Sales Process

A Beginner’s Guide to Sales Forecasting

Knowing the weather forecast empowers you to make informed decisions and minimize unpleasant surprises before you venture out, right? The same can be said for sales forecasting. Unfortunately, too many businesses don’t understand sales forecasting well enough to use it to their advantage. The following information will help you implement and optimize sales forecasting in your organization: Before we get ahead of ourselves, just what is sales forecasting? The Sales Forecasting Definition is: The process of using available data, tools, and indicators to predict sales activity – particularly closed sales – in a given time period, usually monthly, quarterly, and …

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Sales team working together to keep up with virtual selling.
Hiring/Onboarding

Sales Jobs are Changing: How to Keep Up and Keep Talent

A 2020 Gartner survey predicts that 80% of B2B sales interactions will be virtual by 2025. Another study by Forrester shows that 40% of B2B reps planned to modify their sales tactics to include online sales in 2020. The future of sales will be virtual. Sales teams will need to learn new tools and tactics and keep up with evolving trends in sales management. For example, value-based selling and providing relevant solutions to specific pain points will become the norm. Sales will no longer be generic but directed toward buyers’ specific problems in sales funnel optimization. Hiring quality sales talent won’t be as easy as …

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Revenue Growth

Why do Businesses Struggle with Key Performance Indicators?

One of the great benefits of going out for a long bike ride is it gives me a great uninterrupted time to think and process. The phone is not ringing, email notifications are not flashing across my screen, and I can really dig down deep and wrestle with my thoughts. A few days ago on an early morning solo ride, instead of looking at the incredible Connecticut countryside, I was trying to understand why business leaders have a difficult time developing Key Performance Indicators (KPIs). In so many cases, the leadership teams I work with are more focused on lagging …

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Sales automation working in tandem with sales team to produce results.
Revenue Growth

Afraid of Sales Automation? Here’s How to Use it to Your (Competitive) Advantage

In a recent article, we described how Artificial Intelligence (AI) is changing the future of sales. Simply put, AI uses the simulation of human-like intelligence, including patterns of thought and predictable action, via software, to predictively simplify, enhance, and automate many segments of the sales process. A key word in this description is “automate.” Which brings us to sales automation. Sound scary? It shouldn’t. In fact, automation in sales and marketing can dramatically enhance the sales process while freeing sales reps to do what they do best: build relationships with engaged buyers! Here’s a closer look at sales automation and …

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Sales Xceleration Framework