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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
Sales leader running a meeting with the sales team to maximize productivity L10
Employee Management

Maximizing Productivity at Every Level: An Introduction to Level 10 Sales Meetings

A Level 10 Sales Meeting is a powerful tool for keeping your team focused and driving towards success. Based on the Entrepreneurial Operating System (EOS), these meetings take place on the same day, at the same time each week, and follow a specific agenda and structure to ensure that all team members are aligned and accountable. The purpose of a Level 10 Sales Meeting is to review progress, set goals, and identify any obstacles that may be hindering your team’s progress. By following best practices and utilizing the Traction chart, you can ensure that your meetings are effective and efficient. …

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Searching for the correct target in business, cubes with target circles on them with an arrow in one
Sales Process

How to Define and Analyze Your Target Market for Growth

Ready. Aim. Sell! Sounds simple, right? Unfortunately, far too many small to mid-sized businesses skip the all-important AIM part – the part where target markets are defined and a target market strategy makes selling quicker and easier. Simply put, a target market is a defined group of prospects likely to be interested in (and more importantly, to buy) your product or service. When selling, it is important to define your target market so you can tailor your marketing messages, sales strategies, and sales processes to reach targeted customers more effectively. Just how big is the problem? The annual Sales Xceleration …

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Social network web site surfing on LinkedIn illustration of people using mobile gadgets such as smartphone, tablet pc and laptop part of online community.
Sales Strategy

Maximizing Your LinkedIn Presence to Generate Leads

Excerpt: By developing a strong LinkedIn sales strategy, you can better attract potential clients and create a thriving network. Everyone knows that sales is built on personal connection. Generating leads, creating a network, and establishing yourself within an industry niche are crucial as an aspiring sales leader. However, in an increasingly digital world, where more meetings are taken via Zoom than conference rooms, how can you generate more leads and maximize your commissions? For many, LinkedIn is the answer. LinkedIn has become an essential tool for professionals and organizations of all sizes. With over 930 million members in more than 200 countries …

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Sales team members in meeting having discussion in conference room
Compensation

Why Variable Compensation is the Key to a Successful Sales Team (and How to Do it Right)

When it comes to sales, there’s one thing that everyone can agree on: the success of a sales team depends on its ability to close deals. Sales leaders must incentivize their teams to be top performers who are consistently closing deals and driving revenue. While a strong base salary is important for attracting top talent, it’s variable compensation that really motivates salespeople to perform at their best. Why it Works But what exactly is variable compensation, and why is it so effective? Simply put, it’s a pay structure that rewards salespeople for meeting or exceeding certain targets. This can include …

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Diverse small business sales leader wondering how to fix their sales challenge with sales methodology key insights.
Sales Process

What’s the #1 Sales Challenge for SMBs?

Small to mid-sized businesses live and die by the performance of their sales organizations. After all, when sales efforts are effective and efficient, revenue and profit tend to escalate. On the other end of the spectrum, however, when sales efforts falter, revenues can plummet, margins can be razor thin, and the downturn can threaten the survival of the entire company. With so many potential problem areas, it can be incredibly difficult for companies to “go it alone” and zero in on solutions to their biggest challenges. The good news for struggling SMBs, however, is that an easy, yet robust sales …

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Podcasts

How Leaders of Sales Teams Should Approach Retention

In this HCI Podcast episode, Dr. Jonathan H. Westover talks with Maura Kautsky about how leaders of sales teams should approach retention differently amidst changing employee expectations. Listen now: Related posts: Technology Is Creating New Ways to Sell to Prospects. Here’s How. Wondering How to Overcome Sales Challenges? Focus on These 3 Areas

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Sales Xceleration Framework