Your source for sales strategy and modern selling tips

  • Prime Your Revenue Engine with a Prospecting Cadence

    Prime Your Revenue Engine with a Prospecting Cadence

    February 20, 2020

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates Prospecting is one of the hardest tasks a sales professional must undertake. Getting busy people that you don't know to accept a meeting to discuss something they don't think they need is the most difficult part of sales. We see all too frequently that reps, in general...

  • Data Improves Sales Performance

    Using Data to Analyze and Improve Sales Performance

    February 19, 2020

    If you’re even a casual fan of the major American sports, you’ve noticed some significant changes this past decade: defenders positioning themselves in entirely new places on the baseball diamond, basketball players avoiding mid-range shots like the plague, and once-prized football positions seeing a steep downgrade in value.  Whether these sports have become...

  • This Week’s Big Deal: Sales Operations, or Revenue Ops?

    This Week’s Big Deal: Sales Operations, or Revenue Ops?

    February 18, 2020

    Revenue operations is the hot topic in B2B right now, with scores of media outlets and thought leaders turning their attention to the new State of Revenue Operations from LeanData and Sales Hacker. Based on survey results from a poll of nearly 2,500 sales and marketer leaders, the report shows that companies with a dedicated revenue ops function rose from 20% in...

  • Team of Professionals Celebrating Together

    14 Reasons LinkedIn Loves Modern Sellers

    February 13, 2020

    Salespeople sometimes get a bad rap. If you’re reading this, you don’t need me to tell you that. You’ve probably come across all the...

  • LinkedIn Sales Navigator

    Reduce Time Spent on Non-Selling Activities with LinkedIn...

    February 12, 2020

    It might be a new year, but one of the biggest challenges facing sales organizations remains the same — how to effectively prioritize...

  • Top Tips for Creating Motivational and Achievable Incentive Programs that Drive Growth

    Top Tips for Creating Motivational and Achievable Incentive...

    February 11, 2020

    For as long as people have sold stuff, they’ve been incentivized to sell more of it.  The sheer staying power of this sales staple...