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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
Businessman using mobile smartphone shows the technology and AI for sales
AI in Sales

Important Benefits and Pitfalls of AI for Sales

Artificial intelligence (AI) is ready for primetime and rapidly changing the way we live and work. It’s no surprise, that it can and will continue to influence sales organizations. At its core, AI can automate tasks, personalize interactions, and streamline processes and communication, all of which can help sales teams close more deals and boost their bottom lines. In fact, early adopters can likely gain a competitive advantage. What Is AI? AI can be defined as the ability of machines to perform tasks previously only possible with human intelligence. With AI, machines can now offer solutions with human-like reasoning and …

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Sales team meeting online over zoom to discuss sales industry disruptors
Sales Leadership

The Biggest Industry Trends Impacting the Sales Profession

Summary: As the sales world adapts to an evolving global market, companies that follow industry trends and adopt innovations in data-driven technologies will retain their competitive edge. In the competitive, fast-moving world of sales, keeping up with the latest industry trends is essential. Efficient sales teams know that their continued success relies on a growth mindset that permits them to adapt to the needs of an ever-changing market. By understanding the latest developments, innovations, and market trends, sales professionals can ensure their competitive edge and deliver the perfect products and services for buyers. There are several benefits to understanding the trends impacting the …

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Which Role is Right for Your New Hire
Employee Management

Which Role is Right for Your New Hire: Account Manager or Business Development Representative?

When hiring new talent for your team, you may be wondering whether an Account Manager (AM) or a Business Development Representative (BDR) role is a better fit for your prospective employee. While both roles are critical to the success of any sales team, they have some key differences in terms of responsibilities, activities, and compensation. Examining the main differences between AMs and BDRs will help you determine which role will be the best fit to round out your team. Account Manager (AM) You no doubt already know that an Account Manager is responsible for managing and expanding relationships with existing …

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Business team in meeting at modern office discussing adapting leadership styles to colleagues.
Revenue Growth

Adapting Leadership Styles to the Situation: Sales Growth vs. Sales Recovery Part Two: Sales Recovery

To achieve long-term success and effectively navigate a dynamic sales landscape, sales leadership styles must pivot, depending on the current situation, the starting point, and the existing team charged to accomplish the goal. In part one of this blog series, we addressed best practices for sales leadership in a growth-focused environment. But what about when things fall apart? The events of the last decade or two have taught us that geopolitical or global economic events can create huge disturbances into small and medium sized businesses and cause the business to go into Sales Recovery Mode. During these times, the leaders …

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Three blue arrows pointing upwards showing sales growth
Revenue Growth

5 Reasons to Focus on Increasing Sales with Existing Customers

For any sales organization, prospective buyers come in two flavors: those who have already bought from your company, and those who haven’t. It’s no secret that many companies expend tremendous resources – in time, money, and sales rep blood, sweat, and tears – focused on selling to new prospects. While new customer acquisition is essential to driving sales growth, too many sales teams ignore an often simpler and more cost-effective strategy: focusing on strategies to increase sales to existing customers. But before you can determine how to get more business from existing clients, it’s essential to understand why this matters: …

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Business team in meeting at modern office discussing adapting leadership styles to colleagues.
Revenue Growth

Adapting Leadership Styles to the Situation: Sales Growth vs. Sales Recovery Part One: Sales Growth

As B2B-focused businesses navigate the changing landscape of a post-COVID economy, sales leaders must adopt and institute strategies to meet the demands of a business in growth or recovery mode. While the goal for a sales organization may be to sustain the growth trajectory aligned with organizational goals, the year-over-year approach to achieving success can vary significantly. Sales leadership styles depend on the current situation, the starting point, and the existing team charged to accomplish the goal. Good sales leaders find a way to achieve the annual goal; great sales leaders find ways to achieve the goal and systemize the …

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Sales Xceleration Framework