Sales automation may just be the answer to all your selling woes. No, really. Have you ever: Lost a deal because you forgot to follow up? Spent precious minutes adding opportunities or leads to your CRM? Overlooked an issue in your sales process for a dangerously long time? Called leads in alphabetical order rather than best fit? Went back and forth with a prospect figuring out a good time to meet? Wasted half an hour digging through your files to find the specific deck or customer testimonial you needed? If you can relate to any — or all — of the above, you need sales automation. This guide will walk you through sales automation and the different sales automation tools that might benefit your team. What is … [Read More...]

How mature is your organization’s sales enablement structure? If you don’t know how to answer that question, don’t stress. We’re here to help you figure it out. Sales enablement is the process of providing your company’s sales team with the resources they need to be successful. Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business. While sales enablement is still picking up traction for many companies, the returns of investing in sales enablement are in your favor. Over 75% of companies that implement sales enablement strategies see an increase in sales between 6% to 20%. It’s tempting to provide some basic resources and call it good, but an effective sales enablement strategy needs intentional, phased implementation to set … [Read More...]

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, the sales process essentially boils down to two things: numbers and time. And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock. But we can save time and maximize our numbers by investing in the right processes, activities, and skills. Truth is, sales is changing — quickly. As sales conversations grow even more buyer-focused, sales reps have begun developing their hacks, techniques, and processes for prospecting. And that’s where … [Read More...]

Growing a business requires investment capital. When companies are scaling, they need money to launch products, hire employees, assist customers, and expand operations. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail? And how do they help your business’ financial standing? Well, you’re in luck, because we’ll take a look in this definitive guide to demystifying the debt to equity ratio. Debt to Equity Ratio The debt to equity ratio is a measure of a company’s financial leverage, and it represents the amount of debt and equity being used to finance a … [Read More...]

HubSpot CRM is one of the leading customer relationship management software for salespeople today. Keep reading for our review of this CRM software created by HubSpot, one of the industry’s leading marketing and sales experts. RELATED: 9 Best Sales Software Systems for Your Business In this article: Overall Look at HubSpot CRM Benefits Specifications HubSpot […] The post What Is HubSpot CRM? | Overview, Features, And Pricing appeared first on The Sales Insider. [Read More...]

Sales has traditionally been an intuition-driven profession. What do I mean by this? Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. In recent years, however, sales data and technology has changed the way that sales teams think and feel — no longer does intuition sit in the driver’s seat. Sales data has taken the wheel, and for good reason. Today’s businesses need to make sales decisions in response to market changes, competitor activity, customer preferences, and company-wide campaigns. Plus, as the cost of acquiring new customers continues to rise, sales teams need to focus on targeted efforts to preserve … [Read More...]

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the Holy Grail of sales. But — as you know — the insane number of variables and blockers in each sale makes it nearly impossible to fool-proof the system entirely. However, there are ways to make sales cycles more predictable. That’s not to say, of course, there aren’t ways to make sales cycles more predictable. One surefire strategy for edging toward a more predictable close is to focus on improving the call cycle process and maintain deal momentum. The Art of Call Cycles Maximize your sales cycle by implementing a call cycle into your process. Call cycles refer to the number and cadence of sales calls … [Read More...]

Imagine your sales team performing 19% better month after month. Sound nice? Of course. But how can you make this happen? Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching. When coaching skills exceed expectations, 94.8% of reps meet quota. When coaching skills need improvement, only 84.5% hit. In other words, no other productivity investment is nearly as impactful as sales coaching. So, what is sales coaching, and how do you do it well? Effective sales coaching is: Iterative Individualized Meant to reinforce or correct behavior Part of each sales representative’s daily or weekly routine Focused … [Read More...]