The world’s oldest professions is not immune to disruption. The evolving role of the sales rep, the maturation of millennials, the incorporation of big data and AI, and other ground-shaking varia...
Data-driven success proves itself time and time again. In an age characterized by disruption and restless competitive threats, gut instinct is a dangerous basis to make decisions on. Now is the tim...
Keep your churn rates high and your employee satisfaction rates low. Why put in the effort to keep your top reps happy when you could alienate and push them to work for the competition? Why work to...
Account executives can easily be considered the foundational layer of a corporation’s entire sales operation. Responsible for driving sales, managing customer relationships and maintaining knowle...
For tech startups, there may be no better location than New York City. NYC has a long history of attracting people who dream big and chase success, and that certainly still rings true of entreprene...
Sales jobs are constantly evolving in an ever-changing industry landscape. Changes in customer behavior, new kinds of competition, shifting regulation, new methods of distribution and core technolo...
We ran across this great post – What Really Motivates Sales People. The author, Jim Keenan, a sales exec who also writes the A Sales Guy blog, shares thoughts about the significance of money in mot...
If you’ve ever wondered what top sales leaders are looking for when they’re hiring a new rep, this article should provide you with actionable insights that you can use in your next job search. ...
The San Francisco Bay Area has consistently been ranked number one in the United States for quality of living. It’s also widely considered to be one of the best places for young and hungry software...
We make initial judgements about people in nanoseconds. We take just 50 milliseconds to decide whether to stay on or to leave a new website. It takes up to 10 good experiences with a brand to make ...
More than 80% of all B2B leads are from LinkedIn – so if you’re not using LinkedIn, or not using it effectively, you’re missing out big time. There’s a lot of opportunity on a platform that...
Since Apple added podcasts to iTunes in 2005, demand for podcasts has skyrocketed. Today, there are over 60 thousand podcasts on iTunes specifically, and this number has been growing by an average ...
Interviewing salespeople is like peeling an onion. It involves peeling away their superficial layers and getting past conditioned responses to learn about their capabilities, traits, cultural fit, ...
Have you seen this video from Dan Pink on the relationship between incentives and behaviors? Here’s a couple of interesting observations that relate to sales comp: According to Pink, studies show t...
In the hypercompetitive industry of sales, a motivated sales force can mean the difference between hitting targets and missing them by a mile. In fact, a recent Gallup study found that an unmotivat...
What’s your sales team’s current RFP close rate? Whether or not it’s as high as you’d like, you may be surprised to hear that Ganesh Shankar of RFPIO states that “the common win rate for ...
Diversity in the workplace has been an issue since the civil war. Fast forward to 2017 and a lack of diversity in the workplace remains an issue. In fact, a recent survey by Career Builder found t...
The debate continues between sales experts who advocate that cold calling is “dead” and those who see it as “alive”. Truth is, the traditional tactic of cold calling is very much alive and is an im...
In today’s talent market, voluntary turnover rates are at an all time high. With the average turnover rate across all sales industries being 11.5 percent – software sales holding the top spot at ...
It’s the talent on your sales team that will determine your fate when you’re working to hit aggressive targets and achieve your company’s future goals. And finding top performers is the diffe...
Building an all-star sales team is one of the greatest challenges a hiring leader will face. In fact, research from Deloitte shows that talent acquisition is the third most important challenge orga...
When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instea...
The pressure for HR Leaders to provide organizations with top performing sales candidates in short periods of time is on the rise. B2B sales reps typically onboard over 10 months with 24 months of...
Sales teams that possess energy and confidence are successful. And, good sales leaders know how to keep morale high whether business is at a peak or in a slump. However, the majority of workers ar...
