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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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  • AI in Sales
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  • Revenue Growth
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Recruiting team discussing the hiring of a candidate
Employee Management

Hiring During a Recession: 3 Strategies to Attract the Right Candidates

Recruiting is challenging in today’s job market. Even after large-scale tech layoffs and global recession predictions, the power dynamic favors talent. Except for a few industries, job seekers hold almost all the cards. This has left many recruiters scrambling to make a successful hire. Hiring a candidate with the necessary skills or experience is often needed. It would be best if you had someone who fits the corporate culture and believes in the organization’s mission, vision, and values. That’s what makes a successful hire. Culture-fit candidates are more likely to feel like they belong, which increases their chances of sticking around. Ultimately, this can boost …

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Running to enhance sales performance, sales leader running in first place
Sales Strategy

How to Increase Sales: 7 Ways to Enhance Sales Performance

Sales Team Performance Lagging? You Need a Sales Process Improvement Plan: When sales slip below expectations month after month, you might be tempted to hire a new team. Before taking that costly, time-consuming route, step back to examine whether other factors — misdirected prospect targeting, unclear goals, imprecise operations, lack of education, and more — might be contributing factors. The good news is that most sales organizations can enhance sales performance by implementing a sales process improvement plan grounded in these seven strategies: 1. Understand Where You Are Before taking any corrective measures, you’ll need to understand where you stand …

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Meeting with two women sales leaders
Sales Leadership

Recession-Proof Strategies for Sales Leaders

Sales leaders are accountable for driving sales performance in good times and bad. What “good” looks like in each scenario can make it difficult to discern if your sales strategies are really working, relative to the market. The best sales leaders adapt to changing market conditions to drive performance, regardless of the landscape. Here are two tried and true strategies to revisit when navigating a tough selling environment. Get more specific on your Ideal Client Profile (ICP) An ICP is a detailed description of a company’s ideal customer, including information about the client’s size, industry, and specific needs or challenges. …

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Man in virtual meeting doing remote work from home
Employee Management

Professionalism in Virtual Meetings: How It Impacts the Remote Work Debate

Professionalism is open to interpretation — to an extent. After all, more than a few industries abide by different norms. For instance, you might see tattoos and dyed hair in creative spaces, but not in a sector like law or healthcare. Professionalism at work depends on your industry, your company’s culture, and your team members’ job roles. However, when it comes to managing remote teams, there are some common guidelines you can implement. As the leader of your company, you know quite well all the way the work environment has changed drastically since the start of the pandemic. Almost overnight, …

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Magnifying glass highlighting the ideal candidate for a position.
Employee Management

Hiring Smarter: The Importance of Understanding an Ideal Candidate Profile

Just as a sales team creates an Ideal Customer Profile to best identify their target customers, when looking to hire a great salesperson, an Ideal Candidate Profile is crucial. But once this profile is created, how do you assess if a candidate fits? Tools like the PXT Select Assessment, which measures a candidate’s behavioral style and cognitive abilities, and the DISC Personality Assessment, which evaluates how someone naturally approaches tasks and interacts with others, can help determine whether a candidate will be a good fit for the role and the organization as a whole. Why is this important? The cost …

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Sales executives with years of senior leadership experience
Sales Consulting

Fresh Starts, New Beginnings, and Finding Your Professional Purpose

Fresh starts and new beginnings are always possible. It merely takes a dream, desire, and drive. And perhaps a small dose of courage. Simple, right? Of course not. But stepping out of your comfort zone and into the realm of possibility might just yield the kind of rewards that can only come from finding your purpose. If this all sounds unrealistic or out of reach, consider John’s story: The Backstory For nearly 15 years, John worked as VP of Sales for his corporate employer. Throughout his tenure, John and his team consistently delivered on the promise of sales excellence. In …

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Sales Xceleration Framework